Partner Revenue Strategy & Operations Manager

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

We are seeking an exceptional Partner Sales Strategy & Operations Manager (individual contributor) to drive sales strategy, planning, reporting, and analysis for our Americas and U.S. Public Sector business. The individual will be responsible for the analytical and operational aspects of key business decisions, including partner go-to-market strategies, resource allocation, process improvement, and partner performance metrics and dashboards.

You will work cross-functionally with sales leadership, partner managers, marketing, finance, and operations teams to improve efficiency and performance across multiple operational and financial metrics. You will generate reports and analysis that provide insights to support decision-making and help define, land, and execute on our key strategic priorities for the partner ecosystem.

This role will help scale the operations of Elastic’s partner business by providing the systems, processes, and business insights needed to optimize sales performance, effectiveness, and productivity. Responsibilities will include pipeline analysis, sales performance reviews, forecast preparation, territory and account mapping, quota assignment, partner program reporting, and deep analysis of efficiency in the market.

The ideal candidate enjoys analyzing data, challenging inefficiencies, and is comfortable working hands-on with systems and processes. You are results-oriented, flexible, and eager to acquire new skills and knowledge!

What You Will Be Doing

• Partner closely with sales leadership to develop actionable, measurable insights that accelerate partner sales growth and improve partner manager productivity.

• Perform in-depth analyses on leading, in-process, and lagging indicators to support strategic initiatives for partner revenue growth.

• Provide analytical and day-to-day operational support for partner sales teams.

• Build and maintain tools and dashboards to track partner pipeline, deal registration, program adoption, and performance metrics.

• Conduct ad-hoc analyses to understand partner business performance, KPIs, and provide concise summaries and recommendations to management.

• Identify process gaps and opportunities for improvement in partner engagement, deal registration, and sales enablement workflows.

• Deliver analytical insights into partner GTM strategies, resource allocation, and program effectiveness.

• Provide detailed analysis of partner pipeline to improve generation efforts and conversion rates.

• Identify levers for driving partner revenue growth and sales efficiency.

• Support partner sales forecasting and annual planning processes.

• Manage and facilitate regular business reviews with partner sales leadership and cross-functional stakeholders.

• Drive continuous improvement of partner sales processes and tools to remove friction and increase productivity.

What You Bring

• BS/BA required

• 4+ years work experience in Sales, Sales Operations, Strategy, FP&A, Management Consulting, or similar field in SaaS organizations with strong exposure to go-to-market strategy.

• Proven track record to structure complex problems, develop solutions, and craft recommendations and results into easily digestible messages, communications, and executive presentations.

• Excellent communication and engagement skills.

• Highly collaborative style and the ability to adjust on the fly to new demands.

• Ability to thrive in a fast paced start-up environment.

• Experience with the Salesforce.com platform

• Strong proficiency with Google Suite (Sheets, Slides, etc.) and Tableau.

#LI-AM2

Compensation for this role is in the form of base salary. This role does not have a variable compensation component.

The typical starting salary range for new hires in this role is listed below. In select locations (including Seattle WA, Los Angeles CA, the San Francisco Bay Area CA, and the New York City Metro Area), an alternate range may apply as specified below.

These ranges represent the lowest to highest salary 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 ranges may be modified in the future.

An employee's position within the salary 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:
$106,900—$130,000 USD

The typical starting salary range for this role in the select locations listed above is:
$128,200—$130,000 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 [email protected]. We will reply to your request within 24 business hours of submission.

Applicants have rights under Federal Employment Laws, view posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster)

Elasticsearch develops and distributes technology and information that is subject to U.S. and other countries’ export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's Republic (LNR), Kherson or Zaporizhzhia). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and/or nationality do not affect eligibility for employment with Elastic.

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