[Hiring] AWS Partner Development Manager @Elastic

Role Description

As a 3X global award-winning partner of AWS with deep integrations across AWS services and a growing ecosystem of connectors, Elastic is positioned as the context and retrieval layer of choice for enterprise AI on AWS.

AMER represents Elastic's largest revenue region, spanning the United States, Canada, and Latin America, with a concentration of enterprise accounts, a mature AWS Marketplace footprint, and the highest density of co-sell opportunities globally. The AWS relationship in AMER is both Elastic's greatest strategic growth lever and its most strategically complex partnership to execute, where collaboration and competition coexist across cloud, security, and AI.

We are seeking a driven, expert AWS Alliance Director for AMER to lead execution of the joint Elastic–AWS go-to-market strategy across the region. This is a high-visibility individual contributor leadership role that demands executive presence, deep AWS ecosystem knowledge, ideally from time spent inside AWS, and the operational discipline to turn strategy into revenue. You will own Marketplace growth, co-sell engine activation, new logo acquisition, channel development, and expansion across AMER, directly partnering with AMER leadership and coordinating a broad internal stakeholder map.

What You Will Be Doing

• Strategic Leadership
  • Define and drive Elastic's AMER AWS partnership strategy, navigating the coopetitive dynamics of the relationship to deliver joint revenue growth and expand Elastic's presence in the AWS ecosystem.
  • Build trusted relationships with AWS and Elastic AMER senior leadership to ensure shared priorities, executive sponsorship, and sustained momentum.
  • Be known as a highly effective and knowledgeable resource for Elastic field teams on co-selling with AWS, value of Marketplace, and strategic deal execution.
• Marketplace & Revenue Growth
  • Accelerate AWS Marketplace adoption across AMER, driving co-sell motions, Marketplace transactions, and partner channel activation.
  • Lead key GTM initiatives including competitive displacement campaigns, cloud migration motions, and Elastic's Agentic AI narrative with AWS field teams.
  • Manage and maximize AWS SCA funding mechanisms including WMP GTM Fund, PoC Fund, MDF, and MPOPP to fuel field and marketing activities.
• Executive & Field Alignment
  • Partner closely with AMER RVPs and AVPs to define priority co-sell accounts and to drive regional co-sell execution.
  • Equip AMER field sellers and SAs with Better Together messaging, competitive positioning, and joint sales plays.
  • Represent Elastic at priority AWS Summits and joint events including re:Invent, AI BOX programs, CISO roundtables, and partner hackathons.
• Cross-Functional Orchestration
  • Align and partner with the Global AWS Alliance leader to integrate the AMER Alliance strategy with the existing global strategy.
  • Work with the Global AWS Marketing Manager and AMER Partner Marketing Manager to launch joint campaigns.
  • Collaborate with product and SA teams to develop vertical propositions for FSI, Software & Technology, and Public Sector.

Qualifications

• AWS-Insider Advantage: Prior experience at AWS in partner sales is strongly preferred.
• Proven Alliance Leadership: 8+ years of experience in technology partnerships.
• AMER Market Depth: Demonstrated experience operating across AMER's diverse markets.
• Executive Presence & Influence: Exceptional ability to build trust with senior stakeholders.
• High Emotional Intelligence: Ability to build relationships across organizational and cultural boundaries.
• Strategic & Hands-On: Comfortable shaping a joint business plan and activating regional sales plays.
• Competitive Mentality: Skilled at navigating a coopetitive landscape.
• Data-Driven: Focused on measurable outcomes.

Requirements

• Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE).
• The typical starting OTE range for new hires in this role is:
• $184,200 — $291,400 USD

Benefits

• Competitive pay based on the work you do here and not your previous salary.
• Health coverage for you and your family in many locations.
• Ability to craft your calendar with flexible locations and schedules for many roles.
• Generous number of vacation days each year.
• We match up to $2000 (or local currency equivalent) for financial donations and service.
• Up to 40 hours each year to use toward volunteer projects you love.
• Minimum of 16 weeks of parental leave.