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Distributor Business Development Manager, APJ

Elastic· Partners - APJ
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Hybrid (Singapore)full-timePosted 2w ago

About the role

Role focused on owning Elastic's distribution relationships and unmanaged partner strategy with distribution partners across APJ. Drives pipeline Generation with distributors, enables resellers, executes co-sell strategies, grows new business, and increases expansion ARR through the partner ecosystem. Requires strong partner sales acumen, regional experience, and proven distributor growth.

Responsibilities

  • Manage distribution partner business plans and quarterly targets for pipeline and reseller recruitment; prioritize segments (Enterprise, Public Sector, Commercial).
  • Build and maintain executive-level relationships with distribution leaders; collaborate with Elastic Field Sales, Managed Partners, and distributors to drive growth.
  • Develop and execute a distribution GTM playbook aligned to fiscal priorities and KPIs (partner-sourced pipeline, new & expansion targets, reseller coverage).
  • Coordinate with Global Partner Sales Operations to track distributor performance using KPIs (partner-sourced ARR, deal registrations, pipeline coverage ratio, reseller activation).
  • Design and deliver technical enablement programs for reseller sales engineers, architects, and pre-sales teams (onsite and virtual).
  • Build and maintain enablement content library (demos, lab guides, decks, battle-cards, study aids).
  • Run distributor enablement events with technical and business tracks; drive reseller certifications and training completions.
  • Deliver or co-deliver Elastic product demonstrations for reseller-led opportunities; act as technical point of contact when SE unavailable.
  • Identify, recruit, and enable new resellers through distribution; manage tiering and program alignment.
  • Drive reseller activation via MDF, demand gen, and joint marketing with distributors; maintain healthy reseller pipeline in APJ.
  • Collaborate with Elastic Regional Sales, Marketing, and Strategy to manage discounts, incentives, and data integrity in Salesforce/Impartner.
  • Escalate and resolve distributor-facing channel conflicts, pricing disputes, and deal registration exceptions with leadership.

Qualifications

  • 7+ years of channel sales or partner management experience, with at least 3 years focused on distribution.
  • Proven track record of driving partner-sourced revenue through distributor-managed reseller ecosystems.
  • Ability to deliver sales pitches, product demos, hands-on workshops, and lab-based training to sales and technical audiences (SEs, architects, pre-sales).
  • Experience building or managing a self-sustaining partner enablement program (content design, delivery cadence, certification tracking, outcomes measurement).
  • Hands-on fluency with observability/monitoring, SIEM/security analytics, log management, or enterprise search.
  • Familiarity with account segments and how channel partners serve Enterprise, Public Sector, and commercial customers.
  • Experience working with partners across APJ and managing complex distributor relationships across sales, marketing, and executive functions.
  • Strong knowledge of channel mechanics (deal registration, margin stacking, MDF, reseller tiering, co-sell).
  • Proficiency in Salesforce CRM for pipeline management, reporting, and partner attribution workflows.
  • Excellent executive communication skills; comfortable presenting to CISO level audiences and reseller SEs.
  • Willingness and ability to travel onsite to distribution and reseller locations (approximately 20%–30%).

Skills

Required:Channel sales / partner managementExecutive communicationProduct demonstrations & technical enablementSalesforce / CRM toolingEnablement program design

Benefits

  • Competitive pay
  • Health coverage for you and family in many locations
  • Flexible locations and schedules
  • Generous vacation days
  • Company donation matching up to 2000 USD/local currency
  • Up to 40 volunteer hours per year
  • Minimum 16 weeks parental leave
Last updated Oct 8, 2026. Interested? Apply on the company site.
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