AWS 合作伙伴总监（美洲区）
AWS Alliance Director (AMER)
Elastic，搜索AI公司，让每个人都能实时使用所有数据找到所需答案，实现规模化——释放企业和个人的潜力。Elastic搜索AI平台被超过50%的财富500强企业使用，将搜索的精准性和AI的智能相结合，使每个人都能加速实现关键成果。通过利用所有结构化和非结构化数据——更有效地保障和保护隐私信息——Elastic基于云的完整解决方案在搜索、安全和可观测性领域，帮助组织实现AI的承诺。
#### **职位职责**
作为AWS全球获奖的3X合作伙伴，Elastic在AWS服务中拥有深度集成，并拥有不断扩展的连接器生态系统，Elastic是AWS企业AI的首选上下文和检索层。
AMER是Elastic最大的收入区域，涵盖美国、加拿大和拉丁美洲，拥有大量企业客户，成熟的AWS市场版图，以及全球最高的联合销售机会密度。AMER地区的AWS关系既是Elastic最重要的战略增长杠杆，也是其最具战略复杂性的合作，云计算、安全和AI领域中合作与竞争并存。
我们正在寻找一位有动力、经验丰富的AWS联盟总监，负责在该地区执行Elastic与AWS的联合市场策略。这是一个高可见度的个人贡献者领导职位，需要具备高管形象、对AWS生态系统的深入了解（最好是曾在AWS工作过），以及将战略转化为收入的运营纪律。您将负责市场版图增长、联合销售引擎激活、新客户获取、渠道开发以及在AMER地区的扩展，直接与AMER领导层合作，并协调广泛的内部利益相关者网络。
#### **您将负责的工作**
**战略领导**
- 制定并推动Elastic在AMER地区的AWS合作关系战略，在这一关系的共存动态中实现联合收入增长，并扩大Elastic在AWS生态中的影响力。
- 与AWS和Elastic AMER高级管理层建立信任关系，确保共同优先事项、高管支持和持续的推动力。
- 成为Elastic现场团队在与AWS联合销售、市场版图价值和战略交易执行方面的高度有效和知识渊博的资源。
查看英文原文
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 a 3X global award-winning partner of AWS with deep integrations across AWS services and a growing ecosystem of connectors, Elastic is positioned as the context and retrieval layer of choice for enterprise AI on AWS.
AMER represents Elastic's largest revenue region, spanning the United States, Canada, and Latin America, with a concentration of enterprise accounts, a mature AWS Marketplace footprint, and the highest density of co-sell opportunities globally. The AWS relationship in AMER is both Elastic's greatest strategic growth lever and its most strategically complex partnership to execute, where collaboration and competition coexist across cloud, security, and AI.
We are seeking a driven, expert AWS Alliance Director for AMER to lead execution of the joint Elastic–AWS go-to-market strategy across the region. This is a high-visibility individual contributor leadership role that demands executive presence, deep AWS ecosystem knowledge, ideally from time spent inside AWS, and the operational discipline to turn strategy into revenue. You will own Marketplace growth, co-sell engine activation, new logo acquisition, channel development, and expansion across AMER, directly partnering with AMER leadership and coordinating a broad internal stakeholder map.
#### **What You Will Be Doing**
**Strategic Leadership**
- Define and drive Elastic's AMER AWS partnership strategy, navigating the coopetitive dynamics of the relationship to deliver joint revenue growth and expand Elastic's presence in the AWS ecosystem.
- Build trusted relationships with AWS and Elastic AMER senior leadership to ensure shared priorities, executive sponsorship, and sustained momentum.
- Be known as a highly effective and knowledgeable resource for Elastic field teams on co-selling with AWS, value of Marketplace, and strategic deal execution.
**Marketplace & Revenue Growth**
- Accelerate AWS Marketplace adoption across AMER, driving co-sell motions, Marketplace transactions, and partner channel activation.
- Lead key GTM initiatives including competitive displacement campaigns, cloud migration motions, and Elastic's Agentic AI narrative with AWS field teams.
- Manage and maximize AWS SCA funding mechanisms including WMP GTM Fund, PoC Fund, MDF, and MPOPP to fuel field and marketing activities.
**Executive & Field Alignment**
- Partner closely with AMER RVPs and AVPs to define priority co-sell accounts and to drive regional co-sell execution.
- Equip AMER field sellers and SAs with Better Together messaging, competitive positioning, and joint sales plays.
- Represent Elastic at priority AWS Summits and joint events including re:Invent, AI BOX programs, CISO roundtables, and partner hackathons.
**Cross-Functional Orchestration**
- Align and partner with the Global AWS Alliance leader to integrate the AMER Alliance strategy with the existing global strategy.
- Work with the Global AWS Marketing Manager and AMER Partner Marketing Manager to launch joint campaigns.
- Collaborate with product and SA teams to develop vertical propositions for FSI, Software & Technology, and Public Sector.
#### What You Bring
- AWS-Insider Advantage: Prior experience at AWS in partner sales is strongly preferred. You understand how AWS operates internally, how co-sell decisions are made, and how to build the right relationships to move deals forward.
- Proven Alliance Leadership: 8+ years of experience in technology partnerships, with a track record of managing large-scale cloud or hyperscaler alliances, including AWS Marketplace and co-sell programs.
- AMER Market Depth: Demonstrated experience operating across AMER's diverse markets, with strong command of enterprise sales dynamics in the United States and familiarity with Canada and Latin America.
- Executive Presence & Influence: Exceptional ability to build trust with senior stakeholders on both sides of the partnership. You can simplify complexity, align competing priorities, and command credibility at the executive level.
- High Emotional Intelligence: You build relationships across organizational and cultural boundaries, listen actively, resolve conflict constructively, and bring cross-functional teams together without formal authority.
- Strategic & Hands-On: Equally comfortable shaping a joint business plan with an executive team and rolling up your sleeves to activate a regional sales play in the field.
- Competitive Mentality: Skilled at navigating a coopetitive landscape — forming close partnerships with AWS while clearly differentiating Elastic when it matters.
- Data-Driven: Focused on measurable outcomes: co-sell pipeline, Marketplace growth, new logo wins, and partner activation. You build the mechanisms to track and drive accountability against goals.
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:
$129,000—$204,000 USD
The typical starting Target Variable range for this role is:
$55,200—$87,400 USD
The typical starting On-Target Earnings (OTE) range for this role is:
$184,200—$291,400 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 [candidate_accessibility@elastic.co](mailto:candidate_accessibility@elastic.co). 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)](https://www.dol.gov/sites/dolgov/files/WHD/legacy/files/fmlaen.pdf) Poster;[Pay Transparency Nondiscrimination Provision](https://www.dol.gov/sites/dolgov/files/ofccp/pdf/pay-transp_%20English_formattedESQA508c.pdf) Poster; [Employee Polygraph Protection Act (EPPA)](https://www.dol.gov/sites/dolgov/files/WHD/legacy/files/eppabw.pdf) Poster and [Know Your Rights](https://www.dol.gov/sites/dolgov/files/OFCCP/regs/compliance/posters/pdf/22-088_EEOC_KnowYourRights.pdf) (Poster)
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