Opportunity at
ElasticAWS Alliance Director — EMEA
This full-time, on-site AWS Alliance Director role covers the EMEA region and is listed for the United Kingdom. The posting describes Elastic's relationship with AWS as…
Career Tools
About This Role
This full-time, on-site AWS Alliance Director role covers the EMEA region and is listed for the United Kingdom. The posting describes Elastic's relationship with AWS as both its greatest strategic growth lever in the region and one of its most complex partnerships, where collaboration and competition exist side by side across cloud, security, and AI. The posting puts EMEA at roughly a third of Elastic's worldwide revenue, covering nine sub-regions…
Job Description
This full-time, on-site AWS Alliance Director role covers the EMEA region and is listed for the United Kingdom. The posting describes Elastic's relationship with AWS as both its greatest strategic growth lever in the region and one of its most complex partnerships, where collaboration and competition exist side by side across cloud, security, and AI.
The posting puts EMEA at roughly a third of Elastic's worldwide revenue, covering nine sub-regions and about 200 sellers, with a fast-growing AWS Marketplace presence. The director would lead the joint Elastic-AWS go-to-market strategy across the region, owning Marketplace growth, co-sell execution, net new logos, partner channel building, and geographic reach. The role works directly with AWS EMEA leadership and coordinates a broad internal group of stakeholders.
Day-to-day work includes setting the regional partnership strategy, equipping field sellers and solutions architects with joint messaging and sales plays, leading competitive displacement and cloud migration campaigns, and managing AWS funding programs. The posting calls for twelve or more years in technology partnerships, strong executive presence, and experience inside AWS is strongly preferred. The posting values an understanding of how AWS makes co-sell decisions.
Responsibilities
- Set and push forward the regional AWS partnership plan for Elastic in EMEA, aimed at joint revenue growth
- Earn trust with senior people at AWS and within Elastic's EMEA leadership so priorities and sponsorship stay in step
- Grow Marketplace uptake across EMEA through co-sell plays, Marketplace deals, and partner channel activity
- Run major GTM programs, including displacement campaigns, cloud migration plays, and the Agentic AI story with AWS field staff
- Oversee AWS co-funding pools (WMP GTM, PoC, MDF, MPOPP) that support field and marketing spend
- Work closely with EMEA regional VPs and AVPs to pick priority co-sell accounts
- Give field sellers and solutions architects joint messaging, competitive positioning, and co-sell plays
- Represent Elastic at AWS Summits and joint events, and tie the regional alliance plan into the worldwide strategy
- Build industry-specific offers for FSI, software and technology, and public sector with product and SA staff
Requirements
- Twelve or more years in technology partnerships, including managing large cloud or hyperscaler alliances, AWS Marketplace, and co-sell programs
- Demonstrated experience across EMEA's sub-regions, with an understanding of commercial, cultural, and regulatory differences between markets
- Executive presence and credibility with senior partners on each side of the alliance
- High emotional intelligence and the ability to lead cross-functional teams without formal authority
- Strategic thinking combined with hands-on execution in the field
- Coopetition-aware approach and a metrics-minded focus on co-sell pipeline, Marketplace growth, new customer wins, and partner engagement
Qualifications
- Earlier partner-sales work inside AWS would be a strong advantage
Core Skills
Benefits
- Pay set by the role itself rather than by past earnings
- Health coverage for employees and families in many locations
- Flexible scheduling options for many roles
- Generous annual vacation allowance
- Match of up to $2,000 for financial donations and service, plus up to 40 volunteer hours per year
- Parental leave of at least 16 weeks
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Where is this role located?
The listing gives the location as United Kingdom and marks the role as on-site. The role covers the EMEA region.
Is this role remote?
No. The posting lists the role as on-site.
What is the pay for this role?
The posting does not specify the salary for this role.
What experience does the employer look for?
The posting asks for twelve or more years in technology partnerships and experience managing AWS Marketplace and co-sell programs. Prior AWS partner sales experience is strongly preferred.
Sample Interview Questions
AI-generated questions tailored to this specific role — a preview of the full practice set.