← All roles

AWS Alliance Director — EMEA

Elastic· Partners - EMEA
Apply on company site
Hybrid (EMEA – UK (EMEA region))full-timePosted 2mo ago

About the role

Senior alliance leader responsible for the Elastic–AWS joint GTM in EMEA, owning Marketplace growth, co-sell activation, new logo acquisition, channel development, and geo expansion across the region. Executive‑level collaboration with AWS and Elastic leaders, with hands‑on capability to drive regional revenue through AWS ecosystem partnerships.

Responsibilities

  • Define and drive Elastic's EMEA AWS partnership strategy, navigating coopetitive dynamics to deliver joint revenue growth and expand Elastic's presence in the AWS ecosystem.
  • Build trusted relationships with AWS and Elastic EMEA senior leadership to ensure shared priorities, executive sponsorship, and sustained momentum.
  • Be known as a highly effective and knowledgeable resource for Elastic field teams on co-selling with AWS, value of marketplace, and strategic deal execution.
  • Accelerate AWS Marketplace adoption across EMEA, driving co-sell motions, Marketplace transactions, and partner channel activation.
  • Lead key GTM initiatives including competitive displacement campaigns, cloud migration motions, and Elastic's Agentic AI narrative with AWS field teams.
  • Manage and maximise AWS SCA funding mechanisms including WMP GTM Fund, PoC Fund, MDF, and MPOPP to fuel field and marketing activities.
  • Partner closely with EMEA RVPs and AVPs to define priority co-sell accounts and to drive regional co-sell execution.
  • Equip EMEA field sellers and SAs with Better Together messaging, competitive positioning and joint sales plays.
  • Represent Elastic at priority AWS Summits and joint events including AI BOX programs, CISO roundtables, and partner hackathons.

Qualifications

  • AWS-Insider Advantage: Prior experience at AWS in partner sales is strongly preferred.
  • Proven Alliance Leadership: 12+ years of experience in technology partnerships, with a track record of managing large-scale cloud or hyperscaler alliances, including AWS Marketplace and co-sell programmes.
  • EMEA Market Depth: Experience across diverse sub-regions with appreciation for commercial, cultural, and regulatory nuances from UKI and DACH to Benelux, France, Nordics, and the Middle East.
  • Executive Presence & Influence: Ability to build trust with senior stakeholders and align competing priorities at the executive level.
  • High Emotional Intelligence: Builds relationships across organizational and cultural boundaries, resolves conflict, and leads cross-functional teams without formal authority.
  • Strategic & Hands-On: Comfortable both shaping joint business plans and activating regional sales plays in the field.
  • Competitive Mentality: Skilled at navigating coopetitive landscapes and differentiating Elastic when it matters.
  • Data-Driven: Focused on measurable outcomes and accountability for co-sell pipeline, Marketplace growth, and new logos.

Skills

Required:AWS ecosystem and co-sell processesStrategic partnership leadership

Benefits

  • Competitive pay based on the work you do here and not your previous salary
  • Health coverage for you and your family in many locations
  • Flexible locations and schedules for many roles
  • Generous number of vacation days each year
  • Elastic matching program for donations up to $2000 (or local currency equivalent)
  • Up to 40 hours per year for volunteer projects
  • Minimum of 16 weeks parental leave
Last updated Aug 13, 2026. Interested? Apply on the company site.
Elastic logo

About Elastic

The open source platform that powers search, observability, security, and more ...

Power insights and outcomes with The Elastic Search AI Platform. See into your data and find answers that matter with enterprise solutions designed to help you accelerate time to insight.

searchobservabilitysecurityAIenterprise solutionsvector database
Company profileWebsite

More open roles at Elastic