Elastic · 13 hours ago

Vice President, GSI

United States

Full-time

Remote

Director/Executive

15+ years exp

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Comp. & Benefits

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Responsibilities

Lead the development and execution of the global GSI partnership strategy for Elastic, with a focus on expanding relationships with the world’s leading system integrators to drive enterprise adoption of Elastic’s Search AI solutions.

Identify, build, and nurture high-impact relationships with GSIs and their leadership teams globally, ensuring mutual alignment on business objectives, joint go-to-market initiatives, and long-term success.

Work closely with Elastic’s sales, marketing, and product teams to drive revenue generation and market penetration through the GSI channel, providing GSIs with the tools, resources, and support necessary to sell and implement Elastic solutions effectively.

Leverage Elastic's leadership in search and AI technologies to co-create joint offerings with GSIs that help enterprise customers solve complex challenges and accelerate their digital transformation. This includes promoting the use of Elasticsearch, machine learning, and AI-driven solutions across multiple verticals.

Collaborate with GSIs to define and execute joint go-to-market strategies, including joint solution development, sales enablement, co-branded marketing campaigns, and field engagements.

Manage and align global partner teams across regions to ensure a unified and cohesive approach to driving the business with GSIs, ensuring consistent execution and success at the local, regional, and global levels.

Expand the Elastic partner ecosystem by identifying and developing new strategic alliances with key GSIs, technology vendors, and other ecosystem players to enhance Elastic’s position in the enterprise market.

Define and track key performance indicators (KPIs) to measure the success of GSI partnerships, including revenue growth, pipeline development, joint solutions adoption, and partner satisfaction. Regularly report on progress to the executive leadership team.

Work closely with internal teams, including Sales, Marketing, Product, and Engineering, to align partner strategies with overall company objectives. Ensure effective communication and coordination between Elastic and its partners to drive successful outcomes. Represent the voice of the partner internally, advocating for their needs and ensuring they are met.

Stay informed about industry trends, market dynamics, and competitive landscape to inform strategic decisions. Provide thought leadership and insights to internal and external stakeholders on the evolving systems integrator ecosystem.

Qualification

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Strategic PartnershipsEnterprise SalesAI TechnologiesSearch TechnologiesBusiness DevelopmentMulti-Language ProficiencyAdvanced Degree

Required

At least 15 years of experience in strategic partnerships, business development, or channel management in the enterprise software space, with a strong track record of working with GSIs, consulting firms, and global partners.

Strong experience in enterprise sales and the ability to communicate effectively with C-level executives, technical stakeholders, and partner organizations to drive strategic alignment and business growth.

Experience managing and driving partnerships at a global scale, with the ability to operate across multiple geographies, cultures, and time zones.

Strong executive presence, with the ability to influence and collaborate effectively across all levels of an organization, including executive leadership, field sales, product teams, and external partners.

Exceptional negotiation skills with the ability to structure and manage complex partnerships.

Excellent written and verbal communication skills, with the ability to articulate complex technical and business concepts to a wide range of audiences.

Proven success in building and scaling enterprise partnerships that drive significant revenue growth, particularly within the technology or AI space.