AWS Alliance Director — EMEA

As the AWS Alliance Director for EMEA, you lead Elastic’s joint go-to-market with AWS across the region. You will shape the alliance strategy, align executive sponsorship, and drive revenue through co-sell motions and AWS Marketplace growth. You’ll partner with AWS EMEA leadership and Elastic field teams to accelerate logo wins, expand into new sub-regions, and coordinate cross-functional campaigns. This role offers high visibility and the chance to influence regional cloud strategy and AI-enabled solutions.

• Competitive pay
• Health coverage for you and family
• Flexible locations and schedules
• Generous vacation days
• Donation matching up to $2000
• Volunteer hours (up to 40 per year) and parental leave (16+ weeks)

• Define and drive the Elastic–AWS partnership strategy for EMEA, balancing coopetition to grow joint revenue
• Build and sustain executive sponsorship and alignment between AWS and Elastic leadership
• Serve as a go-to resource for Elastic field teams on co-selling with AWS and marketplace value
• Accelerate AWS Marketplace adoption in EMEA, lead co-sell motions and partner activation
• Lead GTM initiatives (competitive displacement, cloud migration, Elastic's Agentic AI narrative) with AWS field teams
• Manage AWS SCA funding (WMP GTM Fund, PoC Fund, MDF, MPOPP) to enable field and marketing activities
• Collaborate with regional leadership to identify priority co-sell accounts and drive execution
• Equip sales teams with consistent messaging, competitive position, and joint sales plays
• Represent Elastic at AWS events (Summits, AI BOX programs, roundtables, hackathons)
• Coordinate with Global AWS Alliance, Global AWS Marketing, and product teams to align campaigns and vertical propositions

• 12+ years in technology partnerships or alliances, with cloud/hyperscaler experience
• Strong prior exposure to AWS and familiarity with AWS co-sell mechanisms
• Experience operating across diverse EMEA markets and understanding regional nuances
• Executive presence with ability to influence senior stakeholders
• High emotional intelligence and cross-functional collaboration
• Strategic thinker who can both shape business plans and activate regional sales plays
• Data-driven mindset with accountability for co-sell pipeline and marketplace growth

• Executive presence
• Relationship-building
• Cross-functional collaboration
• AWS ecosystem expertise
• AWS Marketplace and co-sell programs
• Knowledge of co-sell investment mechanisms (WMP Fund, PoC Fund, MDF, MPOPP)