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.
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 Doing1. 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
#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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