Director, Partner Ecosystem & Channel Enablement — Global Public Sector

📋 Description

• Own and grow Elastic's distribution relationships in Global Public Sector across US and Canada.
• Accountable for distribution-led pipeline, reseller enablement, co-sell, and revenue in GPS
• Be the connective tissue between GPS sales, partner teams, and distributors; drive partner-sourced
• Set governance: margin policy, rebates, deal registration SLAs, reseller tier criteria with GPS Ops
• Develop GTM playbooks aligned to FY targets; track distributor performance against KPIs (ARR
• Lead executive relationships with distribution leadership and conduct quarterly business reviews as

🎯 Requirements

• 7+ years in channel sales or partner management, with 3+ years in distribution (Arrow, Carahsoft
• Proven track record of partner-sourced revenue through distributor ecosystems.
• Experience designing channel programs: margins, rebates, deal registration, reseller tiers.
• Deep familiarity with US Public Sector procurement channels and contract vehicles (GSA, GWACs
• Experience managing complex, multi-stakeholder distributor relationships across sales, marketing
• Strong command of channel mechanics: deal registration, margins, MDF, reseller tiers, and co-sell.

🎁 Benefits

• Competitive pay and comprehensive benefits; distributed workforce with flexible locations.
• Stock program eligibility and 401k with company match up to 6% where available.
• Generous vacation, donation matching, volunteer time, parental leave, and wellness initiatives.