<div class="content-intro"><p>Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI.</p></div><h3><strong>What is The Role</strong></h3> <div class="p" data-block="true" data-editor="env8s" data-offset-key="41a1f-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="41a1f-0-0"><span data-offset-key="41a1f-0-0"><span data-text="true">As Distributor Business Development Manager, you will own Elastic's distribution relationships and unmanaged Elastic partner strategy with distribution partners across APJ region.</span></span></div> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="41a1f-0-0"> </div> </div> <div class="p" data-block="true" data-editor="env8s" data-offset-key="5vtuu-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="5vtuu-0-0"><span data-offset-key="5vtuu-0-0"><span data-text="true">The successful candidate will connect Elastic's sales teams, partner teams, and distributors in the region. Their main goal is to drive pipeline generation with the help of distributors. They will also enable resellers and execute co-sell strategies. Additionally, they will work on growing new business and increasing expansion ARR through the partner ecosystem.</span></span></div> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="5vtuu-0-0"> </div> </div> <div class="p" data-block="true" data-editor="env8s" data-offset-key="6cm9p-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="6cm9p-0-0"><span data-offset-key="6cm9p-0-0"><span data-text="true">This role requires a candidate with </span></span><span id="popover-trigger-:r2i:" class="chakra-text css-1j6t0d7"><span data-offset-key="6cm9p-1-0"><span data-text="true">strong</span></span></span><span data-offset-key="6cm9p-2-0"><span data-text="true"> partner sales acumen, regional experience and proven track record of growing business with distributors. You will work with cross-functional teams, and focus on </span></span><span id="popover-trigger-:r2k:" class="chakra-text css-1j6t0d7"><span data-offset-key="6cm9p-3-0"><span data-text="true">driving</span></span></span><span data-offset-key="6cm9p-4-0"><span data-text="true"> execution of Elastic sales plays, deep technical alignment and enablement of distributors and will scale business through distributor led partner ecosystem.</span></span></div> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="6cm9p-0-0"> </div> </div> <div class="p" data-block="true" data-editor="env8s" data-offset-key="6eep8-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="6eep8-0-0"><span data-offset-key="6eep8-0-0"><span data-text="true">As a business leader, you will conduct executive business reviews with both the distributor and Elastic </span></span><span id="popover-trigger-:r2m:" class="chakra-text css-1j6t0d7"><span data-offset-key="6eep8-1-0"><span data-text="true">leadership</span></span></span><span data-offset-key="6eep8-2-0"><span data-text="true"> teams. You should be capable and comfortable delivering demonstrations of Elastic products. You will arrange technical workshops and certification boot camps with distributors and Elastic reseller teams. Additionally, you will create and improve sales plays. And most importantly drive business execution across distributors and distributor-led partner ecosystem.</span></span></div> </div> <h3><strong>What You Will Be Doing</strong></h3> <div class="p" data-block="true" data-editor="env8s" data-offset-key="29h8s-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="29h8s-0-0"><span data-offset-key="29h8s-0-0"><span data-text="true">Distribution Strategy & Business Planning:</span></span></div> </div> <ul class="public-DraftStyleDefault-ul" data-offset-key="77p74-0-0"> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-reset public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="env8s" data-offset-key="77p74-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="77p74-0-0"><span data-offset-key="77p74-0-0"><span data-text="true">Manage business plans with distribution partners. Set quarterly targets for the pipeline and for recruiting resellers. Prioritize segments for Elastic's Enterprise, Public Sector, and Commercial business. </span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="env8s" data-offset-key="698qm-0-0"> <div class="public-Draft