Distributor Business Development Manager, APJ
Core
Own Elastic's distribution relationships and unmanaged partner strategy across APJ to drive pipeline generation and expansion ARR through the distributor ecosystem.
Role type
Senior IC distributor business development manager
Builds
Elastic's cloud-based search, security, and observability solutions for Enterprise, Public Sector, and Commercial customers
Domain
Enterprise software (Search, Security, Observability) in the APJ region
Required skills
Channel sales strategy, distributor relationship management, reseller ecosystem development, executive business reviews, technical enablement program design, product demonstration, cross-functional collaboration, Salesforce CRM proficiency, regional market expansion
Preferred skills
Experience with Elastic (ELK/ECE/ECK), Splunk, Datadog, CrowdStrike, partner program platforms (Impartner, Alliances), cloud marketplace procurement, formal sales/technical training content design
Technologies
Elastic Stack (ELK/ECE/ECK), Splunk, Datadog, CrowdStrike, Salesforce, Impartner, Alliances, AWS Marketplace, Azure Marketplace, GCP Marketplace
Responsibilities
Manage business plans and quarterly targets with distribution partners; design and deliver technical enablement programs for reseller teams; identify and recruit net-new resellers; execute co-sell strategies and demand generation campaigns; resolve channel conflicts and pricing disputes; conduct executive business reviews with distributor leadership.
Seniority
Senior, hands-on IC