Note: The job is a remote job and is open to candidates in USA. Elastic is a Search AI Company whose cloud-based platform helps organizations use search, security, observability, and AI across structured and unstructured data. The AWS Alliance Director will lead the Elastic–AWS go-to-market strategy across EMEA, driving Marketplace growth, co-sell execution, new logo acquisition, channel development, and regional expansion while coordinating senior AWS and Elastic stakeholders.

Responsibilities

• Define and drive Elastic's EMEA AWS partnership strategy, navigating the coopetitive dynamics of the relationship 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
• Align and partner with the Global AWS Alliance leader to integrate the EMEA Alliance strategy with the existing global strategy
• Work with the Global AWS Marketing Manager and EMEA Partner Marketing Manager to launch joint campaigns
• Collaborate with product and SA teams to develop vertical propositions for FSI, Software & Technology, and Public Sector

Skills

• 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
• Demonstrated experience operating across EMEA's diverse sub-regions, with appreciation for the commercial, cultural, and regulatory nuances of markets from UKI and DACH to Benelux, France, Nordics, and the Middle East
• Exceptional ability to build trust with senior stakeholders on both sides of the partnership
• You can simplify complexity, align competing priorities, and command credibility at the executive level
• You build relationships across organisational and cultural boundaries, listen actively, resolve conflict constructively, and bring cross-functional teams together without formal authority
• Equally comfortable shaping a joint business plan with an executive team and rolling up your sleeves to activate a regional sales play in the field
• Skilled at navigating a coopetitive landscape — forming close partnerships with AWS while clearly differentiating Elastic when it matters
• Focused on measurable outcomes: co-sell pipeline, Marketplace growth, new logo wins, and partner activation. You build the mechanisms to track and drive accountability against goals
• Prior experience at AWS in partner sales is strongly preferred

Benefits

• Health coverage for you and your family in many locations
• Ability to craft your calendar with flexible locations and schedules for many roles
• Generous number of vacation days each year
• We match up to $2000 (or local currency equivalent) for financial donations and service
• Up to 40 hours each year to use toward volunteer projects you love
• Minimum of 16 weeks of parental leave

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