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 Elastic is looking for a Marketplace Sales Specialist to join our Global Hyperscaler Alliances team. You'll connect Elastic's APJ field sales teams with AWS, Microsoft Azure, and Google Cloud — turning co-sell strategy into closed Marketplace transactions. You'll guide deals from qualification through private offer acceptance, advise AEs and Deal Desk on the right commercial route, and build programs that make Marketplace the default procurement path for Elastic customers across APJ. WHAT YOU WILL BE DOING - Marketplace Deal Support - Assess whether Marketplace is the right route for new business, expansion, and renewal opportunities across AWS, Azure, and GCP. - Support transactions from qualification through private offer acceptance and booking, coordinating across AEs, Deal Desk, Finance, Legal, and Professional Services. - Join customer and internal calls where Marketplace expertise is needed. - Funding and Incentives - Identify opportunities for hyperscaler funding, POC credits, and cloud migration support. - Submit and manage funding requests; track approvals, evidence, and reimbursement across all three hyperscalers. - Private Offers and Troubleshooting - Collect the information needed to build accurate private offers, with awareness of APJ currency and billing structures. - Troubleshoot offer acceptance issues, billing mismatches, currency conversion, and PAYG overages. - Reseller and Channel - Advise on direct Marketplace, AWS CPPO, GCP MCPO, and Azure MPO/REO routes — including APJ channel structures. - Coordinate between resellers, AEs, Deal Desk, and hyperscaler teams; support reseller onboarding where needed. - Enablement, Alignment, and Campaigns - Deliver Marketplace enablement for APJ sales teams covering private offers, cloud commits, funding, and co-sell. - Maintain alignment with AWS, Microsoft, and Google teams across ANZ, ASEAN, India, Japan, Korea, and Greater China. - Run account-mapping activities and build campaigns: direct-to-Marketplace conversion, on-prem migration, and competitive displacement. - Lead APJ pipeline reviews, identify blockers, and escalate platform or process issues with clear business impact. WHAT YOU BRING - Experience supporting ISV Marketplace transactions across AWS, Azure, and/or GCP in APJ, including private offer mechanics and reseller routes (CPPO, MCPO, MPO/REO). - Hands-on experience with hyperscaler funding programs — applying, tracking, and securing reimbursement. - Track record of supporting APJ co-sell motions across multi-stakeholder deal cycles. - Ability to troubleshoot private offer errors, billing issues, and platform limitations without unnecessary escalation. - Strong communicator across Sales, Deal Desk, Finance, Legal, and hyperscaler teams — comfortable across APJ time zones. - Experience delivering Marketplace enablement content to field sales teams. - Familiarity with search, observability, security, or big data markets. - Willingness to travel up to 10% within APJ. ADDITIONAL INFORMATION Elastic is a distributed company where diversity drives our identity. We offer competitive pay, health coverage, flexible schedules, generous vacation, parental leave (16 weeks minimum), and up to $2,000 matched for charitable giving. Elastic is an equal opportunity employer. To request a recruiting accommodation, email candidate_accessibility@elastic.co. 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 coverage for you and your family in many locations - Ability to craft your calendar with flexible locations and schedules for many roles - Generous number of vacation days each year - Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service - Up to 40 hours each year to use toward volunteer projects you love - Embracing parenthood with minimum of 16 weeks of parental leave Different people approach problems differently. We need that. Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation. We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email candidate_accessibility@elastic.co. We will reply to your request within 24 business hours of submission. Applicants have rights under Federal Employment Laws, view posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster) Elasticsearch develops and distributes technology and information that is subject to U.S. and other countries’ export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's Republic (LNR), Kherson or Zaporizhzhia). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and/or nationality do not affect eligibility for employment with Elastic. Please see here for our Privacy Statement.

Partner Sales Specialist - Hyperscalers, Cloud Marketplace - APJ

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