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AWS Partner Development Manager - North America

Elastic· Partners - AMER
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Hybrid (US)$129k - $204k + bonusFull-timePosted 4w ago

About the role

Elastic seeks an AWS Alliance Director for the AMER region to lead the joint Elastic–AWS go-to-market strategy, own Marketplace growth, co-sell activation, and regional channel development across the United States, Canada, and Latin America.

Responsibilities

  • Define and drive Elastic's AMER 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 AMER senior leadership to ensure shared priorities, executive sponsorship, and sustained momentum.
  • Be a knowledgeable resource for Elastic field teams on co-selling with AWS, Marketplace value, and strategic deal execution.
  • Accelerate AWS Marketplace adoption across AMER, driving co-sell motions, Marketplace transactions, and partner channel activation.
  • Lead GTM initiatives including competitive displacement campaigns, cloud migration motions, and Elastic's Agentic AI narrative with AWS field teams.
  • Manage and maximize AWS SCA funding mechanisms including WMP GTM Fund, PoC Fund, MDF, and MPOPP to fuel field and marketing activities.
  • Partner with AMER RVPs/AVPs to define priority co-sell accounts and drive regional co-sell execution.
  • Equip AMER field sellers and SAs with Better Together messaging, competitive positioning, and joint sales plays.
  • Represent Elastic at priority AWS Summits and joint events (e.g., re:Invent, AI BOX programs, CISO roundtables, partner hackathons).
  • Align with Global AWS Alliance leader to integrate AMER strategy with global strategy.
  • Work with Global AWS Marketing Manager and AMER Partner Marketing Manager to launch joint campaigns.
  • Collaborate with product and SA teams to develop vertical propositions for FSI, Software & Technology, and Public Sector.

Qualifications

  • AWS-Insider Advantage: Prior AWS partner sales experience preferred. Knowledge of AWS internal operations, co-sell decisions, and relationship-building to move deals forward.
  • 8+ years in technology partnerships managing large-scale cloud or hyperscaler alliances, including AWS Marketplace and co-sell programs.
  • Demonstrated AMER market depth with enterprise sales experience in the United States and familiarity with Canada and Latin America.
  • Executive presence and influence with ability to build trust with senior stakeholders on both sides of the partnership.
  • High emotional intelligence and ability to navigate cross-functional teams without formal authority.
  • Strategic and hands-on: capable of shaping a joint business plan and activating regional sales plays in the field.
  • Competitive mindset for coopetitive environments and differentiation of Elastic when needed.
  • Data-driven with ability to track co-sell pipeline, Marketplace growth, new logo wins, and partner activation.

Skills

Required:AWS partnership strategyExecutive stakeholder management

Benefits

  • Company stock program participation
  • 401k with dollar-for-dollar matching up to 6%
  • Flexible locations and schedules
  • Generous vacation days
  • Donations matching up to $2000 (or local equivalent)
  • Up to 40 hours/year volunteer time
  • Minimum 16 weeks of parental leave
  • Health coverage for you and your family in many locations
Last updated Sep 24, 2026. Interested? Apply on the company site.
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