AWS Partner Development Manager - North America

What is The Role

As a 3X global award-winning partner of AWS with deep integrations across AWS services and a growing ecosystem of connectors, Elastic is positioned as the context and retrieval layer of choice for enterprise AI on AWS.

AMER represents Elastic's largest revenue region, spanning the United States, Canada, and Latin America, with a concentration of enterprise accounts, a mature AWS Marketplace footprint, and the highest density of co-sell opportunities globally. The AWS relationship in AMER is both Elastic's greatest strategic growth lever and its most strategically complex partnership to execute, where collaboration and competition coexist across cloud, security, and AI.

We are seeking a driven, expert AWS Alliance Director for AMER to lead execution of the joint Elastic–AWS go-to-market strategy across the region. This is a high-visibility individual contributor leadership role that demands executive presence, deep AWS ecosystem knowledge, ideally from time spent inside AWS, and the operational discipline to turn strategy into revenue. You will own Marketplace growth, co-sell engine activation, new logo acquisition, channel development, and expansion across AMER, directly partnering with AMER leadership and coordinating a broad internal stakeholder map.

What You Will Be Doing

Strategic Leadership

• Define and drive Elastic's AMER AWS partnership strategy, navigating the coopetitive dynamics of the relationship to deliver joint revenue growth and expand Elastic's presence in the AWS ecosystem.
• Build trusted relationships with AWS and Elastic AMER senior leadership to ensure shared priorities, executive sponsorship, and sustained momentum.
• Be known as a highly effective and knowledgeable resource for Elastic field teams on co-selling with AWS, value of Marketplace, and strategic deal execution.

Marketplace & Revenue Growth

• Accelerate AWS Marketplace adoption across AMER, driving co-sell motions, Marketplace transactions, and partner channel activation.
• Lead key GTM initiatives including competitive displacement campaigns, cloud migration motions, and Elastic's Agentic AI narrative with AWS field teams.
• Manage and maximize AWS SCA funding mechanisms including WMP GTM Fund, PoC Fund, MDF, and MPOPP to fuel field and marketing activities.

Executive & Field Alignment

• Partner closely with AMER RVPs and AVPs to define priority co-sell accounts and to drive regional co-sell execution.
• Equip AMER field sellers and SAs with Better Together messaging, competitive positioning, and joint sales plays.
• Represent Elastic at priority AWS Summits and joint events including re:Invent, AI BOX programs, CISO roundtables, and partner hackathons.

Cross-Functional Orchestration

• Align and partner with the Global AWS Alliance leader to integrate the AMER Alliance strategy with the existing global strategy.
• Work with the Global AWS Marketing Manager and AMER Partner Marketing Manager to launch joint campaigns.
• Collaborate with product and SA teams to develop vertical propositions for FSI, Software & Technology, and Public Sector.

What You Bring

• 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.