- As a Channels & Alliances Manager on Channel Acceleration Team, you own the channel motion for Canada

- You are the connective tissue between Elastic sellers, our partner ecosystem, and the customers they serve

- You build partner-sourced pipeline, accelerate deal velocity, and turn partner strategy into repeatable plays the field actually uses

- Own partner-sourced pipeline generation and bookings for your assigned territory, in partnership with regional sales leadership

- Build and maintain a territory game plan. Map accounts on a recurring cadence and as new partners are onboarded, attaching an actionable channel play (security-first attach, free-to-paid conversion, or renewal expansion) with a clear next step and named owner

- Deliver concise, fluff-free regional channel strategy briefings to sales leadership and hold a routine seat on regional forecast calls

- Own inbound partner onboarding end to end: monitor the partner application queue, run onboarding calls, and execute the standard onboarding framework

- Drive joint business planning with focus and regional partners. Co-author the joint business plan with solutions architecture leadership, confirm portal access, map target accounts, and lock in a recurring partner cadence

- Equip partners with the enablement, assets, and plays they need to sell, build, and service with Elastic, and ensure Elastic sellers adopt them

- Build, quality-check, and submit quotes across reseller, distributor, MSP, and hyperscaler motions, applying the correct programs and incentives

- Maintain pipeline hygiene: resolve territory duplicates, keep deal notes current, and ensure every opportunity carries an accurate status

- Enforce partner attach standards on security opportunities, ensuring an eligible focus security partner is attached before the deal advances

- Manage partner deal registrations end to end, including timely appeals on declined or disputed registrations





- Report on regional channel metrics including partner-sourced pipeline and revenue, partner attach rate, average deal size, and hyperscaler attach

- Monitor customer consumption and prospect telemetry to surface risk and expansion early

- Tell the story behind the numbers: where the momentum is, where the gaps are, and what you are adjusting

Benefits

- Toast to your health: Fully paid health coverage for you and your family, in many locations.

- Craft your calendar: Flexible location and schedule for most roles.

- Create space for you: Distributed by design workforce, plus generous number of vacation days each year.

- Embrace parenthood: Minimum of 16 weeks of parental leave, plus generous family formation benefits.

- Give back your time: 40 hours each year to use toward volunteering with organizations and causes you’re passionate about.

- Amplify your impact: Double your charitable giving — we match donations up to $1500 USD (or local currency equivalent).

Strong communication skills. You can brief a sales leader in five minutes without fluff, and write enablement a partner will actually useAbility to work cross-functionally across sales, solutions architecture, marketing, operations, and legal to remove friction from partner transactionsComfort operating in a CRM daily. Pipeline hygiene, forecasting discipline, and reporting are core to this role, not an afterthoughtExperience in channel or partner management, alliances, or partner-facing sales, ideally within enterprise software, cloud, or data infrastructureA track record of generating partner-sourced pipeline and influencing revenue within an assigned territorySelf-directed and outcome-oriented.

You ship, measure, and iterateWorking knowledge of a structured sales methodology such as MEDDPICC, and the ability to coach partners through itExperience with resellers, global systems integrators, MSPs, or hyperscaler marketplaces (AWS, Azure, Google Cloud)Familiarity with Search, Observability, or Security solutionsExperience with partner relationship management (PRM) platforms and CRM-based reporting

📌 Channel and Alliances Manager (Canada) (Ottawa)
🏢 Elastic
📍 Ottawa