Partner Manager, US Federal

Endgame Systems, LLC provides consulting services related to Elastic technology to Government agencies with heightened security needs. Endgame Systems, LLC is a wholly-owned subsidiary of Elastic.  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.  Endgame Systems, LLC, while a subsidiary of Elastic, is an independent entity focused on Government services.

• Partner Manager, US Federal

  We are seeking a highly motivated and experienced Partner Manager (PM) to join our US Public Sector Partner Sales Team, focused on scaling our partner ecosystem in the US Federal space. This critical role is responsible for recruiting, enabling, and managing a strategic network of partners to drive significant partner-sourced, influenced, and fulfillment revenue across US Public Sector.

  As a key member of our team, you will be instrumental in executing our GTM to achieve accelerated public sector growth by strategically prioritizing and scaling our partner ecosystem, particularly in high-growth areas like AI, Security and Observability.

  What You Will Do:

  As a Partner Manager, you will be at the forefront of our go-to-market strategy, tasked with turning strategic imperatives into tangible results. Your core responsibilities include:

  • Partner Ecosystem Development: Identify, recruit, and onboard new partners, including regional System Integrators (SIs), Value-Added Resellers (VARs), and consulting firms. You will be responsible for creating and executing a comprehensive channel strategy for your assigned territory.

  • Joint Business Planning & Enablement: Develop and execute joint business plans (JBPs) with top-tier partners, with a focus on pipeline generation and deal closure. You will manage the entire partner enablement lifecycle, from initial onboarding to technical certifications and solution-specific training.

  • Sales and Field Collaboration: Work directly with our US Federal sales teams, including Account Executives and field leadership (AVPs, RVPs), to ensure a cohesive go-to-market approach. You will participate in forecast meetings, provide pipeline support, and ensure alignment on territory and account channel strategies.

  • Operational Excellence: Drive deal registrations and maintain Salesforce hygiene to accurately track partner attribution. You will manage the support for unmanaged partners and territories, providing essential resources like technical support for RFx responses, PoCs, and cloud licenses.

  • Strategic Growth Initiatives: Identify and promote "win wire" successes and customer stories with our Partner Marketing team. You will lead the development of an Elastic practice within key channel partners and play a role in evolving our partner program with new specializations and delivery readiness.

   

  What You Bring

  The ideal candidate will have a demonstrated track record of success in the US Federal space and possess a strategic, results-oriented mindset.

  • Experience:

    • Minimum of 4+ years of professional experience in the US Federal space.

    • Proven experience recruiting, enabling, and leading a network of SI and channel partners with direct personal involvement.

    • Demonstrated success in growing channel results through increased lead generation and bookings.

    • Exposure to and expertise in building channel networks from the ground up.

  • Skills & Attributes:

    • Strong negotiation skills with experience in closing channel and partnership contracts.

    • A deep understanding of analytics, search, or big data markets/products, or the ability to quickly acquire this knowledge.

    • Experience with Salesforce and a strong commitment to maintaining data integrity and hygiene.

    • Willingness to travel up to 30% of the time.

    • Experience with Elastic Software or Open Source is highly desired