AWS Alliance Director — EMEA

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. 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. EMEA represents approximately one-third of Elastic's global revenue, spanning nine sub-regions, ~200 sellers, and a rapidly growing AWS Marketplace footprint. The AWS relationship in EMEA is both Elastic's greatest strategic growth lever and its most complex partnership to execute — where collaboration and competition coexist across cloud, security, and AI. We are seeking a driven, regionally expert AWS Alliance Director for EMEA 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 geo expansion across EMEA, directly partnering with AWS EMEA leadership and coordinating a broad internal stakeholder map. What You Will Be Doing Strategic Leadership • Define and drive Elastic's EMEA 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 EMEA 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 EMEA, 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 maximise 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 EMEA RVPs and AVPs to define priority co-sell accounts and to drive regional co-sell execution. • Equip EMEA field sellers and SAs with Better Together messaging, competitive positioning and joint sales plays. • Represent Elastic at priority AWS Summits and joint events including AI BOX programs, CISO roundtables, and partner hackathons. Cross-Functional Orchestration • Align and partner with the Global AWS Alliance leader to integrate the EMEA Alliance strategy with the existing global strategy. • Work with the Global AWS Marketing Manager and EMEA 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: 12+ years of experience in technology partnerships, with a track record of managing large-scale cloud or hyperscaler alliances, including AWS Marketplace and co-sell programmes. • EMEA Market Depth: Demonstrated experience operating across EMEA's diverse sub-regions, with appreciation for the commercial, cultural, and regulatory nuances of markets from UKI and DACH to Benelux, France, Nordics, and the Middle East. • 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 organisational 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. Additional Information - We Take Care of Our People As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do. We strive to have parity of benefits across regions and while regulations differ from place to place, we believe taking care of our people is the right thing to do. • Competitive pay based on the work you do here and not your previous salary • Health cov