Sr. Channel Partner - FSI

Elastic is a free and open search company that powers enterprise search, observability, and security solutions built on one technology stack that can be deployed anywhere. From finding documents to monitoring infrastructure to hunting for threats, Elastic makes data usable in real-time and at scale. Thousands of organizations worldwide, including Barclays, Cisco, eBay, Fairfax, ING, Goldman Sachs, Microsoft, The Mayo Clinic, NASA, The New York Times, Wikipedia, and Verizon, use Elastic to power mission-critical systems. Founded in 2012, Elastic is a distributed company with Elasticians around the globe. Learn more at elastic.co.

We are looking for a highly motivated Partner Manager to join our Public Sector organization. This role is responsible for supporting Elastic’s efforts to build an elite ecosystem of partners who are highly strategic to the company’s long-term goals!

The Role: Federal System Integrator Partner Development Executive

We are looking for our next team member to drive adoption of Elastic technologies into Federal System Integrator program initiatives and sell through opportunities. To understand the top public sector initiatives and programs that drive the greatest return on investment and to build on their existing contacts within the Federal SI community and the partners that serve that community. To demonstrate solution selling strategies to build confidence in Elastic with the end goal of joint Go To Market solutions.

• Identify, recruit, enable and lead Systems Integrators to support business goals and to implement partner sales strategies specific to each vertical
• Drive consistent and predictable channel bookings through joint business planning and ongoing channel enablement
• Work closely with our direct sales teams on development, tracking, and reporting goals and objectives, forecasts, and definitions of success for each partner account
• Negotiate and close channel and partnership contracts
• Build and drive go to market strategy and prioritization plan for named systems integrators, including the development of an Elastic Stack practice across named SIs

The Person:

• Solid understanding of the Federal System Integrator Cycle and Programs
• Proven success working with FSIs in a business development capacity
• Demonstrated track record winning multimillion dollar large Federal Government programs

Key Responsibilities:

• Build & maintain relationships within FSI Accounts; Understand the FSI business model and sales cycle; Establish relationships with the business development and program teams within the System Integrators; Be the voice and face of Elastic in the Systems Integrator community, building awareness, acceptance and adoption of Elastic based partner solutions through regular engagement. Understand the key existing programs in the Federal market and the System Integrators who hold the contracts; Develop relationships with SI program leadership
• Build & nurture Partner relationships within the route to the Fed SI customer– Understanding the nuances and paths required to build trust in those who deliver solutions to the FSI community. Grow Elastic share, educating through compelling presentations and joint sales activities. Establishing understanding of Elastic value propositions and confidence to offer solutions that demonstrate Elastic based technology
• Drive Adoption of Elastic based solutions during Program Capture Phase - Push program focused value propositions; Arrange demonstrations and deep dives; Negotiate positions on System Integrator teams; Ensure SIs are receiving sufficient and accurate proposal & technical support; Help SIs win program business

Preferred Experience:

• 10+ years' experience in IT Sales and Business Development roles with public sector IT technology vendors
• Software sales success within the Federal System Integrator customer base
• Strong expertise in crafting, executing on, and driving solutions selling and product marketing for cloud services
• Proven track record of developing and take action on go to market approaches, providing guidance on relevant marketing programs and FSI specific value propositions

Academic Credentials:

• Technical or Business undergraduate degree preferred
• Location: United States, anywhere near a major US airport hub
• Willing to travel up to 30% of the time

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Additional Information -