Director, Partner Ecosystem & Channel Enablement — Global Public Sector

ABOUT THE ROLE Elastic is the Search AI Company that empowers organizations to unlock insights from all their data in real time. In this Director, Partner Ecosystem & Channel Enablement role, you will shape the global public‑sector distribution strategy for Elastic’s search, security, and observability solutions across the United States, Canada, and international markets. You will be the strategic steward of Elastic’s reseller ecosystem, driving partner‑sourced pipeline, revenue, and technical alignment with the public‑sector sales organization. Your leadership will ensure that distribution partners operate under clear, profitable rules of engagement while delivering high‑impact, AI‑powered solutions to federal, state, local, and education customers. WHAT YOU'LL DO You will own joint business plans with public‑sector distributors, setting quarterly pipeline targets, recruitment goals, and segment priorities for federal, SLED, and commercial markets. You will design and maintain the rules of engagement, including margin policy, rebate structures, deal registration SLAs, and tier criteria, in partnership with operations and strategy teams. You will build executive‑level relationships with VP/SVP leaders at distribution partners, leading quarterly business reviews that focus on scorecards, strategic realignment, and governance rather than tactical execution. You will develop a distribution go‑to‑market playbook that aligns with Elastic’s FY partner‑sourced N&E ARR targets and reseller coverage model. You will partner with Global Public Sector Operations to track distributor performance against KPIs such as partner‑sourced ARR, deal registration volume, pipeline coverage ratio, and reseller activation rates. WHAT YOU'LL NEED You bring over ten years of experience managing channel and distribution programs in a technology or public‑sector context, with a proven track record of driving partner‑sourced revenue growth. You possess deep technical knowledge of search, observability, and security solutions, enabling you to lead technical enablement and certification initiatives for distributors and resellers. Your strategic mindset allows you to set margin policies, rebate terms, and tier structures that balance profitability with partner incentives. You are an effective communicator who can build trust with VP‑level stakeholders, translate complex technical concepts into business value, and influence cross‑functional teams. You have experience navigating federal, state, and provincial procurement processes, including contract vehicles and compliance requirements. You thrive in a distributed, asynchronous environment and are comfortable leading virtual executive meetings and workshops. WHY REMOTE Elastic’s remote culture empowers teams to work from anywhere while maintaining a high level of collaboration and accountability. The distributed model supports a flexible schedule that respects diverse time zones across the United States, Canada, and global partners, enabling you to engage with stakeholders at any hour without sacrificing work‑life balance. Our asynchronous communication tools, regular virtual town halls, and clear governance frameworks ensure that remote employees feel connected, informed, and empowered to drive results. BENEFITS Elastic offers a competitive benefits package that includes comprehensive health, dental, and vision coverage, a generous paid time off policy, and a remote work stipend to support your home‑office setup. You will receive a learning budget to pursue professional development and certifications, as well as access to Elastic’s internal knowledge base and community events. Additionally, you will benefit from equity participation, performance bonuses, and a culture that values innovation, inclusion, and continuous improvement.