Partner GTM Program Manager - Americas

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI.

What is The Role

The Partnership GTM Program Manager is the strategic and operational backbone of Elastic’s Americas Partner organization. This role develops, optimizes, and runs the systems and cadences that translate partner strategy into measurable execution — spanning co-sell performance, field enablement, and technical alignment!

In this role, you’ll act as an architect and orchestrator — ensuring the partnership organization executes with precision across sales, marketing, and solutions teams!

What You Will Be Doing

1. Strategic Planning and Investment

• Assist in developing the annual and quarterly GTM priorities for the Americas Partner organization, translating global objectives into actionable regional programs.
• Conduct regular reviews of the partner portfolio, identifying whitespace opportunities, investment priorities, and underperforming partnerships for remediation or sunset.
• Develop and manage incentive programs, allocation of available investment funds, and performance tiers to align partner behavior with Elastic's strategic revenue goals.
• Serve as the primary liaison between the team and Corporate and Product strategy, ensuring regional GTM aligns with long-term company direction.

2. KPI and Metric Management

• Define and manage partner performance metrics across sourced, influenced, and co-sell pipeline.
• Build and maintain reporting systems that deliver clear visibility into partner impact and revenue contribution.
• Collaborate with Sales Ops and Finance to ensure accurate forecasting, pipeline consistency, and partner attribution.

2. Partner Enablement and Field Alignment

• Collaborate with Global Partner Solutions (GPS), Channel Acceleration Team (CAT), and Field Enablement to develop partner GTM content and readiness programs.
• Equip Elastic field teams to co-sell optimally with key partners and hyperscalers (AWS, Azure, GCP).
• Scale enablement programs that translate partner engagement into pipeline acceleration and measurable outcomes.

3. GTM Systems Optimization

• Architect and orchestrate the GTM operating system for the Americas partnership team — including pipeline cadences, MBRs, QBRs, and leadership dashboards.
• Engineer cross-functional workflows that drive visibility, accountability, and execution velocity.
• Serve as the execution architect for the Americas Partner team — aligning goals, metrics, and communication across all partner-facing functions.

4. Marketing and GTM Alignment

• Align partner marketing investments and activities with regional GTM priorities and account plans.
• Drive coordination between partner marketing and sales execution, ensuring campaigns tie to measurable pipeline results.
• Partner with Global Partner Marketing to adapt global programs for the Americas region.

5. Solution Architect & Technical Alignment

• Partner closely with Solution Architects and Product Alliances to connect joint solutions with GTM strategy.
• Map technical integrations and solution plays to revenue-driving motions and partner priorities.
• Ensure technical enablement aligns with field execution, helping translate solution architectures into clear GTM narratives.
• Facilitate alignment between product, technical, and partner teams to accelerate co-build and co-sell opportunities.

What You Bring

• 7–10 years of experience in partner GTM, strategy, or business management in SaaS or cloud ecosystems.
• Strong understanding of GTM systems (Salesforce, Clari, Tableau, partner portals, dashboards) and partnership performance metrics.
• Proven success aligning across sales, marketing, alliances, and technical teams to drive execution.
• Excellent analytical, communication, and executive storytelling skills.
• Familiarity with Elastic’s ecosystem and hyperscalers GTM models (AWS Marketplace, Azure, GCP) preferred.

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