Elastic is a free and open search company that powers enterprise search, observability, and security solutions built on one technology stack that can be deployed anywhere. From finding documents to monitoring infrastructure to hunting for threats, Elastic makes data usable in real-time and at scale. Thousands of organizations worldwide, including Barclays, Cisco, eBay, Fairfax, ING, Goldman Sachs, Microsoft, The Mayo Clinic, NASA, The New York Times, Wikipedia, and Verizon, use Elastic to power mission-critical systems. Founded in 2012, Elastic is a distributed company with Elasticians around the globe. Learn more at elastic.co .
At Elastic, we have a simple goal: to solve the world's data problems with products that delight and inspire, using the power of Search. As the company behind the popular open projects - Elasticsearch, Kibana, Logstash, and Beats - we help people around the world do great things with their data. The Elastic family unites 3,000+ employees across 40+ countries into one coherent team, while the broader community spans across over 100 countries and has downloaded Elastic over 3.6 billion times. From creating modern consumer experiences to advanced cyber protection, cloud operations to GenerativeAI, our products are extending what's possible with data, delivering on the promise that good things come from connecting the dots.
We're looking for a highly motivated Channel Manager with a strong background developing new client segments in partnership with Value-Added Reseller and modern Distribution partners. This is a new role, driving our business to new heights through Partnerships. If you are a dynamic, creative, and results-oriented partner leader, we'd love to hear from you.
Responsibilities
- Identify, recruit, enable and manage partners (Regional SIs, VARs, Referral Partners, etc.) to support business goals and to execute channel sales strategies
- Responsible for implementing Elastic's Distribution program to drive growth, coverage, and scale
- Own an entire "Partner-led" customer segment for Elastic China's business
- Drive consistent and predictable channel bookings through joint business planning and ongoing channel enablement
- Work closely with our direct sales teams across all client segments to build pipeline, progress opportunities, close revenue and grow expansion.
- Create and drive overall channel strategy and prioritisation plan for coverage area, including the development of an Elastics practice across priority channel partners
Capabilities and Experience
- Energetic, analytical, self-directed, and passionate business development and channel professional
- At least 5 years' experience in Enterprise Software / SaaS sales and BD roles; 2 years' partner management experience. Preferred experience in data, search or security solution markets
- Experience building channel networks from the ground up, including designing channel programs and negotiating channel agreements
- Very strong Sales Operations productivity
- Excellent communication, collaboration and interpersonal skills, with the ability to build strong internal and external relationships
- Demonstrated success growing business results with Partners through increased lead growth, bookings growth and sourced business
- Willing to travel up to 30% of the time
- Bachelor's degree, Masters or MBA is a plus.
- Fluent in Mandarin and Business level English
Additional Information - We Take Care of Our People 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
- Double your charitable giving - We match up to $1500 (or local currency equivalent)
- 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/affirmative action employer committed to diversity, equity, and inclusion. 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 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)
Please see here for our Privacy Statement.