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Inside Channel & Alliances Representative - Federal Civilian

3 weeks, 4 days ago
United States
Full-time
Senior
Partnerships Manager
Sales and Business Development
AWS Azure CRM GCP Microsoft Dynamics 365 Salesforce
Apply Now
Elastic

Elastic

Elastic is a leading platform for search-powered solutions, providing real-time insights and making data usable for developers and enterprises worldwide.

Internet Software & Services
1K-5K
Founded 2010
View All Jobs 71

Description

  • Own partner-sourced pipeline generation and bookings for the assigned federal civilian territory.
  • Build and maintain a territory game plan with recurring account mapping and actionable channel plays.
  • Deliver concise regional channel strategy briefings and participate in regional forecast calls.
  • Own partner onboarding end to end, including queue management, onboarding calls, and framework execution.
  • Drive joint business planning with regional and focus partners and align cadence, portal access, and target accounts.
  • Equip partners and Elastic sellers with the enablement, assets, and plays needed to sell, build, and service with Elastic.
  • Build, quality-check, and submit quotes across reseller, distributor, MSP, and hyperscaler motions.
  • Maintain pipeline hygiene by resolving duplicates, updating deal notes, and keeping opportunity status accurate.
  • Enforce partner attach standards on security opportunities and manage deal registrations and appeals.
  • Report on channel metrics, monitor consumption and telemetry, and communicate risks, gaps, and adjustments.

Requirements

  • Federal civilian experience in channel management, partner management, alliances, or partner-facing sales, ideally in enterprise software, cloud, or data infrastructure.
  • Track record of generating partner-sourced pipeline and influencing revenue within an assigned territory.
  • Daily CRM usage with strong pipeline hygiene, forecasting discipline, and reporting habits.
  • Working knowledge of a structured sales methodology such as MEDDPICC and ability to coach partners through it.
  • Strong communication skills for briefings and enablement planning.
  • Ability to work cross-functionally across sales, solutions architecture, marketing, operations, and legal.
  • Self-directed and outcome-oriented approach.
  • Experience with resellers, global systems integrators, MSPs, or hyperscaler marketplaces such as AWS, Azure, or Google Cloud (bonus).
  • Familiarity with Search, Observability, or Security solutions (bonus).
  • Experience with PRM platforms and CRM-based reporting (bonus).
  • Working knowledge of Federal and State/Local government procurement processes (bonus).

Benefits

  • Base salary plus variable compensation with 70/30 pay mix.
  • Typical starting salary range of $89,600 to $141,700 USD.
  • Typical starting target variable range of $38,400 to $60,700 USD.
  • Typical starting OTE range of $128,000 to $202,400 USD.
  • Stock program eligibility.
  • Company-matched 401(k) with dollar-for-dollar matching up to 6% of eligible earnings.
  • Health coverage for you and your family in many locations.
  • Flexible locations and schedules for many roles.
  • Generous vacation days each year.
  • Up to 40 hours per year for volunteer projects.
  • Up to $2,000 in matching for financial donations and service.
  • At least 16 weeks of parental leave.

Interested in this position?

Apply directly on the company website

Apply Now

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