AWS Alliance Director — EMEA
Core
Lead execution of the joint Elastic–AWS go-to-market strategy across EMEA, driving revenue growth through co-selling, AWS Marketplace expansion, and channel development.
Role type
Senior IC Alliance Director (Cloud/Hyperscaler Partnerships)
Builds
Joint Elastic–AWS go-to-market strategy, co-sell engine, AWS Marketplace footprint, and regional sales plays
Domain
Cloud computing, AI, Search, Security, Observability
Deliverable
production ML models | product features | dashboards & analysis | client delivery | infrastructure
Required skills
Strategic leadership, executive presence, AWS ecosystem knowledge, co-sell program management, marketplace growth, channel development, geo expansion, stakeholder alignment, competitive positioning, data-driven accountability
Preferred skills
Prior experience at AWS in partner sales, deep EMEA market knowledge, ability to navigate coopetitive dynamics
Technologies
AWS, Elastic Search AI Platform, AWS Marketplace
Responsibilities
Define and drive Elastic's EMEA AWS partnership strategy; Build trusted relationships with AWS and Elastic EMEA senior leadership; Accelerate AWS Marketplace adoption and drive co-sell motions; Manage AWS SCA funding mechanisms (WMP GTM Fund, PoC Fund, MDF, MPOPP); Partner with EMEA RVPs/AVPs to define priority co-sell accounts; Represent Elastic at priority AWS Summits and joint events; Align EMEA Alliance strategy with global strategy
Seniority
Senior, hands-on IC
