AWS Partner Development Manager - North America

• AWS-Insider Advantage: Prior experience at AWS in partner sales is strongly preferred. You understand how AWS operates internally, how co-sell decisions are made, and how to build the right relationships to move deals forward.
• Proven Alliance Leadership: 8+ years of experience in technology partnerships, with a track record of managing large-scale cloud or hyperscaler alliances, including AWS Marketplace and co-sell programs.
• AMER Market Depth: Demonstrated experience operating across AMER's diverse markets, with strong command of enterprise sales dynamics in the United States and familiarity with Canada and Latin America.
• Executive Presence & Influence: Exceptional ability to build trust with senior stakeholders on both sides of the partnership. You can simplify complexity, align competing priorities, and command credibility at the executive level.
• High Emotional Intelligence: You build relationships across organizational and cultural boundaries, listen actively, resolve conflict constructively, and bring cross-functional teams together without formal authority.
• Strategic & Hands-On: Equally comfortable shaping a joint business plan with an executive team and rolling up your sleeves to activate a regional sales play in the field.
• Competitive Mentality: Skilled at navigating a coopetitive landscape — forming close partnerships with AWS while clearly differentiating Elastic when it matters.
• Data-Driven: Focused on measurable outcomes: co-sell pipeline, Marketplace growth, new logo wins, and partner activation. You build the mechanisms to track and drive accountability against goals.

Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). On-Target Earnings (OTE) are based on a 70/30 pay mix (base salary / target variable).

The typical starting OTE range for new hires in this role is listed below. This range represents the lowest to highest OTE we reasonably and in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the range may be modified in the future.

An employee's position within the OTE range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs.

Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in Elastic's stock program. Our total rewards package also includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being.

The typical starting salary range for this role is:

$129,000—$204,000 USD

The typical starting Target Variable range for this role is:

$55,200—$87,400 USD

The typical starting On-Target Earnings (OTE) range for this role is:

$184,200—$291,400 USD