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.
Elastic is committed to scaling the company through investments in revenue operations, productivity and process improvements that accelerate Elastic’s field sales and customer success organizations ability to capture market share and grow revenue. In this role, you will be a highly visible thought leader playing an essential role in setting the foundation to scale the Partner Sales Strategy & Operations team. You will combine analytical insight, strong business acumen, and robust cross-functional partnerships while working with our senior Partner leaders to operationalize and measure performance against the company’s goals for the business.
This role will lead the GTM design and execution of strategies that accelerate partner performance. This role will manage a team that works cross functionally across the organization and report to the VP of Global Revenue Operations.
You will be a thought partner to senior partner leaders, translating go-to-market strategy into scalable infrastructure, performance insights, and operational rigor.
What You Will Be Doing- Create and execute the global Partner Operations strategy to support a high-performing Global Partner Sales function
- Collaborate with the VP of Global Partner Sales and the Director of Partner Programs to support the design and execution of partner programs
- Lead a team of Sales Operations and Partner Operations professionals to streamline partner processes and drive operational efficiency
- Own the operational cadence for partner QBRs, annual planning, KPI target setting and overall team performance management
- Develop and maintain key performance metrics such as partner influenced revenue, pipeline generation, and partner attribution models to align to broader Sales objectives and support strategic decision making
- Set up systems and tools to manage partner sales effectiveness, productivity, commissions, and other financial components in support of partner operations
- Lead the support functions that manage inbound partner requests from internal employees as well as external Elastic partners
- Optimize external Elastic Partners operations with internal processes and systems
- Serve as a strategic advisor to senior leaders in Partner Sales and Revenue Operations, while collaborating closely with cross-functional stakeholders in Finance, Customer Success, and Legal
- Be a strong leader, and draw upon solid analytical, critical thinking, and problem solving skills to effectively resolve operational bottlenecks between cross-functional teams
- Minimum 10+ years experience with 8+ relevant experience in Sales Operations supporting a mid-to-large scale multi-geographical and global sales organizations
- Minimum of 4+ years managing a team including career coaching, development planning, and organizational design
- Previous experience in a high growth software business, preferably operating in a SaaS business
- Demonstrated success in Partner Operations or Sales Operations working closely with the Partner Community
- Results-oriented with strong decision-making skills and the ability to prioritize multiple objectives while meeting aggressive deadlines and financial targets
- Demonstrated ability to define, refine, and implement sales processes, procedures, and policies
- Ability to lead sophisticated and creative analysis of complex data and translate the results into actionable insights, deliverables, messages, and proposals
- Experience developing and implementing metrics to effectively measure and monitor sales performance and productivity improvements
- Sound business judgment, a proven ability to influence others, strong analytical skills, and a proven track record of taking ownership, leading data-driven analyses, and influencing result
- Experience rapidly growing an organization and attracting, hiring, and maintaining top talent
- Excellence presentation and communication skills at executive levels
- Bachelor's degree required in either a business, quantitative, or technology discipline
- MBA with a strong understanding of business drivers (preferred)
#LI-AM2
Compensation for this role is in the form of base salary. This role does not have a variable compensation component.
The typical starting salary range for new hires in this role is listed below. In select locations (including Seattle WA, Los Angeles CA, the San Francisco Bay Area CA, and the New York City Metro Area), an alternate range may apply as specified below.
These ranges represent the lowest to highest salary we reasonably and in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the ranges may be modified in the future.
An employee's position within the salary range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs.
Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in Elastic's stock program. Our total rewards package also includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being.
As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do.
We strive to have parity of benefits across regions and while regulations differ from place to place, we believe taking care of our people is the right thing to do.
- 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
- Increase your impact - 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
- Embracing parenthood with minimum of 16 weeks of parental leave
Different people approach problems differently. We need that. Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation.
We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email [email protected]. We will reply to your request within 24 business hours of submission.
Applicants have rights under Federal Employment Laws, view posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster)
Elasticsearch develops and distributes encryption software and technology that is subject to U.S. export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Russia, Syria, the Crimea Region of Ukraine, the Donetsk People’s Republic (“DNR”), and the Luhansk People’s Republic (“LNR”). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and/or nationality do not affect eligibility for employment with Elastic.
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