Global Vice President of Partner Sales

What Is The Role
The Global Vice President of Partner Sales is responsible for defining and executing the worldwide partner strategy to accelerate revenue growth, expand market reach, and deepen ecosystem alignment. This executive leads a high-performing global organization spanning strategic partnerships with Hyperscalers, GSI and Service Providers, Technology Partners, Resellers, Distribution and Managed Services. The role is central to scaling sourced bookings, co-sell, co-build, and co-market motions that drive customer adoption of Elastic’s solutions.

What You Will Be Doing

Global Partner Strategy & Execution

• Define and operationalize a comprehensive global partner strategy aligned to corporate growth objectives and CRO agenda.
• Build scalable programs that drive partner-sourced and partner-impacted revenue across all regions.
• Establish clear segmentation across GSIs, hyperscalers, ISVs, and regional partners to maximize impact.
• Integrate and operationalize all partner motions throughout the Elastic Sales Process and Cycle.

Revenue Growth & Co-Sell Leadership

• Own global partner bookings targets, including sourced, impacted (ACV), and marketplace-driven sales.
• Drive tight alignment with field sales to ensure consistent co-sell execution and pipeline generation.
• Expand joint go-to-market motions with key strategic partners, including integrated solutions and industry offerings.
• Drive for partner self-sufficiency in selling and services Elastic technology driven projects and programs.

Strategic Alliances & Ecosystem Development

• Cultivate executive-level relationships with top global partners (e.g., GSIs, cloud providers, and technology alliances).
• Identify and incubate new partnership opportunities that extend Elastic’s platform capabilities and market reach.
• Lead joint business planning and long-term investment strategies with priority partners.

Organization Leadership & Scale

• Build, lead, and mentor a global team of partner sales leaders across regions (Americas, USPS, EMEA, APJ).
• Foster a high-performance, inclusive culture focused on accountability, collaboration, and innovation.
• Align incentives, KPIs, and operating rhythms to drive consistency and predictability at scale

Program Development & Operations

• Evolve partner programs, enablement frameworks, and certification models to support growth and differentiation.
• Partner closely with marketing to deliver impactful co-marketing campaigns and demand generation initiatives.
• Leverage data and analytics to measure partner performance, optimize investments, and inform strategy.

What You Bring

• 15+ years of experience in enterprise technology, with significant leadership in partner sales or alliances.
• Proven track record of building and scaling global partner ecosystems that drive measurable revenue impact.
• Deep experience with GSIs, hyperscalers (e.g., AWS, Microsoft, Google), and enterprise channel models.
• Strong executive presence with the ability to influence both internal and external stakeholders.
• Demonstrated success in complex, matrixed organizations with global scope.
• Expertise in co-sell motions, marketplace strategies, and solution-based selling.