[Hiring] Distributor Business Development Manager @Elastic

Role Description

As Distributor Business Development Manager, you will own Elastic's distribution relationships and unmanaged Elastic partner strategy with distribution partners across the APJ region.

The successful candidate will connect Elastic's sales teams, partner teams, and distributors in the region. Their main goal is to drive pipeline generation with the help of distributors. They will also enable resellers and execute co-sell strategies. Additionally, they will work on growing new business and increasing expansion ARR through the partner ecosystem.

This role requires a candidate with strong partner sales acumen, regional experience, and a proven track record of growing business with distributors. You will work with cross-functional teams and focus on driving execution of Elastic sales plays, deep technical alignment, and enablement of distributors, scaling business through the distributor-led partner ecosystem.

As a business leader, you will conduct executive business reviews with both the distributor and Elastic leadership teams. You should be capable and comfortable delivering demonstrations of Elastic products. You will arrange technical workshops and certification boot camps with distributors and Elastic reseller teams. Additionally, you will create and improve sales plays, and most importantly, drive business execution across distributors and the distributor-led partner ecosystem.

Qualifications

• + years of channel sales or partner management experience, with at least 3 years focused on distribution.
• Demonstrated track record of driving partner-sourced revenue through distributor-managed reseller ecosystems.
• Proven ability to independently deliver sales pitches and business value propositions to partners.
• Experience building or managing a self-sustaining partner enablement program: content design, delivery cadence, certification tracking, and outcomes measurement.
• Hands-on fluency with at least one of the following domains: observability/monitoring, SIEM/security analytics, log management, or enterprise search.
• Deep familiarity with account segments and how channel partners serve and execute business with Enterprise, Public Sector, and commercial customers.
• Experienced with diverse regions and working directly with partners based in different countries across APJ.
• Strong command of channel mechanics: deal registration, margin stacking, MDF management, reseller tiering, and co-sell program execution.
• Proficiency in Salesforce CRM for pipeline management, reporting, and partner attribution workflows.
• Excellent executive communication skills — written, verbal, and presentation.
• Willingness and ability to travel onsite to distribution and reseller locations (estimated 20%–30%).

Requirements

• Manage business plans with distribution partners.
• Set quarterly targets for the pipeline and for recruiting resellers.
• Prioritize segments for Elastic's Enterprise, Public Sector, and Commercial business.
• Build and maintain executive-level relationships with distribution executive teams.
• Develop and execute a distribution GTM playbook aligned to Elastic's Fiscal year priorities.
• Work with Global Partner Sales Operations to track distributor performance using KPIs.
• Independently design and deliver technical enablement programs for reseller sales engineers, architects, and pre-sales teams.
• Run monthly/quarterly distributor enablement days with coordinated technical and business tracks.
• Drive reseller technical certifications and training completions.
• Identify, recruit, and enable net-new resellers through distribution partners.
• Drive reseller activation through demand generation programs and joint marketing motions with distributors.
• Partner with Elastic Regional Sales field managers to integrate distribution into account and territory planning.
• Collaborate with Elastic's Marketing team to develop and deploy partner-funded demand generation campaigns.
• Escalate and resolve distributor-facing channel conflicts, pricing disputes, and deal registration exceptions.

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.