Alliances Manager, National Security - United Kingdom - Referral Board

Description

Elastic is an open source search company that powers enterprise search, observability, and security solutions built on one technology stack that can be deployed anywhere. From finding documents to monitoring infrastructure to hunting for threats, Elastic makes data usable in real time and at scale. Thousands of organizations worldwide, including Barclays, Cisco, eBay, Fairfax, ING, Goldman Sachs, Microsoft, The Mayo Clinic, NASA, The New York Times, Wikipedia, and Verizon, use Elastic to power mission-critical systems. Founded in 2012, Elastic is a distributed company with Elasticians around the globe. Learn more at

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.

#LI-PM1

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
• Double your charitable giving - We match up to $1500 (or local currency equivalent)
• 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 committed to diversity as well as inclusion. We are an equal opportunity employer and committed to the principles of affirmative action. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status or any other basis protected by federal, state or local law, ordinance or regulation. If you require any reasonable accessibility support, please email .

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Do you have prior experience selling complex SaaS solutions into National security government Departments?
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For government reporting purposes, we ask candidates to respond to the below self-identification survey.Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiringprocess or thereafter. Any information that you do provide will be recorded and maintained in aconfidential file.

As set forth in Referral Board's Equal Employment Opportunity policy,we do not discriminate on the basis of any protected group status under any applicable law.

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection.As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measurethe effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categoriesis as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

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