Inside Channel Manager at Elastic

What is the role:

We are looking for a highly motivated Partner Manager to join our partner organisation to execute the channel strategy across the {UK&I and Emerging} or {Central and North} regions. This role is responsible for supporting Elastic’s efforts to build and maintain an ecosystem of partners who support the company’s long-term goals. The Partner Manager will recruit, enable and support a network of partners in order to drive partner-sourced, influenced, and fulfilled revenue. We need someone who has the ability to enable established channel organisations, drive campaigns with these partners, act as a conduit between Elastic and Partner sales teams and be the SME for everything Elastic. We need a highly motivated, assertive, execution focused individual who can establish and deliver a best-in-class channel ecosystem.

What You Will Be Doing:

• Contribute towards partner-sourced pipeline generation and bookings for your assigned territories, in partnership with regional sales leadership and the local Partner Manager.
• Negotiate and close partnership contracts.
• Build and maintain a territory plan and have an organised, structured approach to your work.
• Own inbound partner onboarding end to end: monitor the partner application queue, run onboarding calls, and execute the standard onboarding framework.
• Equip partners with the enablement, assets, and plays they need to sell, build, and service with Elastic, and ensure Elastic sellers adopt them.
• Engaging with our distributor to drive growth, coverage, and scale
• Build, quality-check, and submit quotes across reseller, distributor, MSP, and hyperscaler motions, applying the correct programs and incentives.
• Maintain pipeline hygiene: resolve territory duplicates, keep deal notes current, and ensure every opportunity carries an accurate status.
• Manage partner deal registrations end to end, including timely appeals on declined or disputed registrations.
• Report on regional channel metrics including partner-sourced pipeline and revenue, partner attach rate, average deal size, and hyperscaler attach.
• Monitor customer consumption and opportunity telemetry to surface risk and expansion early.
• Tell the story behind the numbers: where the momentum is, where the gaps are, and what you are adjusting.

What you Bring:

• Experience in channel or partner management, alliances, or partner-facing sales, ideally within enterprise software, cloud, cybersecurity or data infrastructure.
• A track record of generating partner-sourced pipeline and influencing revenue within an assigned territory.
• Comfort operating in a CRM daily. Pipeline hygiene, forecasting discipline, and reporting are core to this role, not an afterthought.
• Working knowledge of a structured sales methodology such as MEDDPICC, and the ability to coach partners through it.
• Strong communication skills.
• Ability to work cross-functionally across sales, solutions architecture, marketing, operations, and legal to remove friction from partner transactions.
• Self-motivated, energetic, smart, self-directed, and passionate about business development and channel engagement
• Fluent in English (business level)

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