Alliances Manager, National Security

We are looking for a highly motivated Alliances Manager to join our Intelligence team within the Elastic Public Sector account. This role is responsible for supporting Elastic’s efforts to build an elite ecosystem of partners who are highly strategic to the company’s long-term goals.

The Alliances Manager will build, enable, and support a network of partners in order to recognise partner sourced, influenced, and fulfilled revenue, and personally drive the execution of the strategy within the Intelligence community. We need someone who has the ability to both identify new partners and solidify our current partner relationships, to ensure they are successfully leveraging Elastic and its solutions across Observability, Search, and Security solutions across Cloud and on-premise within their organisations.

This role will work closely with the wider Intelligence team to understand the need and advocate the best use of Elastic to help the customer on their digital transformation journey, to ultimately delight our end users.

What You Will Be Doing:

• Maintaining and expanding upon Elastic’s industry partnerships within the Intelligence account to advocate for, and increase understanding of, the Elastic solution.
• Work with partners to create innovative enablement programmes such as Centres of excellence or innovation incubators.
• Helping to market Elastic events and training opportunities within the community, to best enable a diverse range of users to keep up-to-date with the latest advancements.
• Building awareness and driving demand within the Intelligence community, by showcasing how the Elastic solution can help solve their requirements.
• Drive consistent and predictable bookings through joint business planning and ongoing channel enablement.
• Negotiate and close channel and partnership contracts.
• Collaborating across Elastic business functions to ensure a seamless customer and industry partner experience.
• Working thoughtfully with customers within the intelligence community to identify new business opportunities, and where necessary, manage the sales cycle and close complex transactions.
• Strategising with Elastic Leadership on the growth, direction and development of the UK Intelligence business.

What You Bring With You:

• The ability to build relationships and credibility with key stakeholders within the Intelligence community and the knowledge of how to navigate this unique sector.
• Experience recruiting, enabling, and leading a network of System Integrator (SI) and channel partners with direct personal involvement across the Intelligence sector.
• Comfortable being a main point of contact for customers and industry partners, with a drive to make Elastic enjoyable to work with by reducing friction.
• The ability to converse with a wide range of people from both technical and non-technical backgrounds (up to C-suite) to understand requirements and pull these through to internal teams.
• Starter-finisher who takes pride in a job well done.
• An appreciation for the Open Source go-to-market model and the community of users who rely on our solutions every day.
• A current active security clearance.

Bonus Points

• Previous experience selling in an Open Source model.
• An understanding and preferably experience operating in the ecosystem we live in.
• Familiarity with Salesforce.

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