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
Company Overview
Elastic builds software to make data usable in real time and at scale for search, AI, observability, security, and analytics. It was founded in 2012, and is headquartered in San Francisco, California, USA, with a workforce of 1001-5000 employees. Its website is https://www.elastic.co.