Inside Channel & Alliances Representative - National Security
Core
Own the channel motion for the National Security team, building partner-sourced pipeline and accelerating deal velocity between Elastic sellers, the partner ecosystem, and customers.
Role type
Channels & Alliances Manager (National Security)
Builds
Partner-sourced pipeline, joint business plans, and security-first attach strategies for Elastic's Search AI Platform.
Domain
Enterprise software, cloud, data infrastructure, and National Security.
Deliverable
production ML models | product features | dashboards & analysis | client delivery | infrastructure
Required skills
partner-sourced pipeline generation, territory strategy, partner onboarding, joint business planning, quote building, pipeline hygiene, partner attach standards, cross-functional collaboration, CRM daily operations, structured sales methodology (MEDDPICC), outcome-oriented execution.
Preferred skills
experience with resellers, global systems integrators, MSPs, or hyperscaler marketplaces (AWS, Azure, Google Cloud), familiarity with Search/Observability/Security solutions, PRM platform experience, Government procurement processes.
Technologies
Elastic Search AI Platform, AWS, Azure, Google Cloud, PRM platforms, CRM systems.
Responsibilities
Own partner-sourced pipeline generation and bookings for assigned territory; build and maintain territory game plans with actionable channel plays; drive joint business planning with regional partners; build, quality-check, and submit quotes across reseller/distributor/MSP/hyperscaler motions; maintain pipeline hygiene and resolve duplicates; enforce partner attach standards on security opportunities; report on regional channel metrics including pipeline, revenue, and attach rates.
Seniority
Mid-Senior, hands-on IC with strategic ownership.