Global Partner Manager, Tines at Elastic

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI. What is The Role As the world leader in search-based solutions, we are empowering some of the most successful companies to solve their greatest data challenges. Elastic is building our next generation, global partner program and is looking for the linchpins of this initiative: top performing global partner managers (GPM). This role will be entirely focused on working with Tines, and building the global resell motions within Elastic to our customers, thru all of Elastic's channels and distributors. Elastic GPMs will enable key global partners to build best of class integrations, develop the marketing muscle for internal and external customers, and enable global field sales team. The right candidate will develop trusted advisor level relationships with senior executives and other important decision makers and influencers and will apply these relationships to establish Elastic, and the partner, as the preferred mutual partners to create new business opportunities. They will identify account needs and create compelling arguments for joint Elastic solutions to those needs, and they will be responsible for creating deal strategies and orchestrating deal team efforts to progress opportunities. What You Will Be Doing • Driving Sales Strategy - Deep understanding of the partner's decision maker’s strategies, priorities, needs and organizational structure. Develop effective and specific sales enablement plans to ensure revenue target delivery and balanced growth across geographies. Develop relationships in new and existing sales regions and demonstrate to drive strategy through organization. • Building Trust - Establish positive relationships based on knowledge of customer requirements and dedication to value (value of counsel and expertise, value of solutions, value of implementation expertise). Actively understands Tines' and Elastic's strategic growth plans, technology strategy and the competitive landscape • Providing Account Leadership - Create & maintain actionable global partner plans to guide develop strategies and identify new business opportunities. Lead cross-functional relationships across Sales, Marketing, Legal, and Global Alliance organizations. Effectively apply in region and cross-functional resources to satisfy global collaborators and win new business opportunities • Articulating Elastic and Tines Use Cases Aligned to Customer Initiatives - Map key capabilities and joint use cases to customer budgeted initiatives. Align use case and customer potential return on investment, as well as headline messaging to drive forward use cases from pipe to close. • Leading Business Planning – Develop and deliver a comprehensive business plan to address the partnerships priorities and hurdles. Use value justification, benchmarking and return-on-investment data to support decision process • Conducting Pipeline Planning - Follow a well-adapted approach to maintaining a rolling pipeline. Collaborate with support organizations including marketing, alliance partners and channels • Demonstrating Elastic Proficiency – Be proficient with a working knowledge and understanding across all Elastic products and solutions • Initiate and facilitate conversations with key Elastic and Tines collaborators, identified through various business development activities, Salesforce, Crossbeam, Marketing events, lead generation campaigns, and more. • Support the Tines/Elastic partnership at various networking, industry, and enablement events • Track and maintain accurate records of prospect information and lead generation activities against targets and metrics • Collaborate with cross-functional teams including Sales, Marketing, Product, Engineering, Operations, and others. Work closely with the Elastic and Tines partner teams to align activities across all GTM motions. Develop and implement creative strategies, for sales plays, outreach pursuits, account mapping, and seller-to-seller engagement. What You Bring • Minimum 4 years sales/marketing experience with Elastic • Minimum 2 years experience with Tines • Strong history of dynamically improving B2B sales of high technology solutions • Experience becoming a trusted advisor to C-level executives • Existing network within Elastic and Tines across Sales, Marketing, Product Management • Superior communication and presentation skills • Ability to demonstrate thought leadership of global sales enablement • Ability to develop and implement the strategy that drives global partnership revenue growth • A self-starter approach, with a track record of hitting and exceeding goals. Coachability and a standout colleague mentality. An eye for detail, a curious nature and strong planning skills. Fluency in the English language • Bachelor’s degree or equivalent work experience Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). On-Target Earnings (OTE) are based on a 70/30 pay mix (base salary / target variable). The typical starting OTE range for new hires in this role is listed below. This range represents the lowest to highest OTE we reasonably and in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the range may be modified in the future. An employee's position within the OTE range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs. Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in Elastic's stock program. Our total rewards package also includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being. The typical starting salary range for this role is:$89,600—$141,700 USDThe typical starting Target Variable range for this role is:$38,400—$60,700 USDThe typical starting On-Target Earnings (OTE) range for this role is:$128,000—$202,400 USD Additional Information - We Take Care of Our People As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do. We strive to have parity of benefits across regions and while regulations differ from place to place, we believe taking care of our people is the right thing to do. • Competitive pay based on the work you do here and not your previous salary • 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 • Increase your impact - 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 • Embracing parenthood with minimum of 16 weeks of parental leave Different people approach problems differently. We need that. Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation. We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email [Upgrade to PRO to see contact]. We will reply to your request within 24 business hours of submission. 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