Channel Manager, ANZ

2 months ago

Sydney, New South Wales, Australia Elastic Full time

Elastic is a free and open search company that powers enterprise search, observability, and security solutions built on one technology stack that can be deployed anywhere. From finding documents to monitoring infrastructure to hunting for threats, Elastic makes data usable in real-time and at scale. Thousands of organizations worldwide, including Barclays, Cisco, eBay, Fairfax, ING, Goldman Sachs, Microsoft, The Mayo Clinic, NASA, The New York Times, Wikipedia, and Verizon, use Elastic to power mission-critical systems. Founded in 2012, Elastic is a distributed company with Elasticians around the globe. Learn more at elastic.co.

We're looking for a highly motivated Channel Manager with a strong background developing new client segments in partnership with Value-Added Reseller and modern Distribution partners. This is a new role, driving our business to new heights through Partnerships. If you are a dynamic, creative, and results-oriented partner leader, we'd love to hear from you.

Responsibilities

  • Identify, recruit, enable and manage partners (Regional SIs, VARs, Referral Partners, etc.) to support business goals and to execute channel sales strategies
  • Responsible for implementing Elastic's Distribution program to drive growth, coverage, and scale
  • Own an entire "Partner-led" customer segment for Elastic ANZ's business
  • Drive consistent and predictable channel bookings through joint business planning and ongoing channel enablement
  • Work closely with our direct sales teams across all client segments to build pipeline, progress opportunities, close revenue and grow expansion.
  • Create and drive overall channel strategy and prioritisation plan for coverage area, including the development of an Elastics practice across priority channel partners

Capabilities and Experience

  • Energetic, analytical, self-directed, and passionate business development and channel professional
  • At least 5 years' experience in Enterprise Software / SaaS sales and BD roles; 2 years' partner management experience. Preferred experience in data, search or security solution markets
  • Experience building channel networks from the ground up, including designing channel programs and negotiating channel agreements
  • Very strong Sales Operations productivity
  • Excellent communication, collaboration and interpersonal skills, with the ability to build strong internal and external relationships
  • Demonstrated success growing business results with Partners through increased lead growth, bookings growth and sourced business
  • Willing to travel up to 30% of the time
  • Bachelor's degree, Masters or MBA is a plus

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