Distributor Business Development Manager, APJ

About the role

Elastic, the Search AI company, is hiring a Distributor Business Development Manager for the APJ region. You will own Elastic's distribution relationships and unmanaged partner strategy with distributors, connecting Elastic's sales and partner teams with distributors to drive pipeline generation, enable resellers, run co-sell strategies and grow new business and expansion ARR through the partner ecosystem.

Key responsibilities

• Manage business plans with distribution partners, set quarterly pipeline and reseller-recruitment targets, and prioritize Enterprise, Public Sector and Commercial segments
• Build executive-level relationships with distributors and drive growth with Elastic's field sales and managed partner teams
• Develop and run a distribution GTM playbook aligned to fiscal-year priorities and KPIs such as partner-sourced ARR, deal registration volume and reseller activation rates
• Design and deliver technical enablement programs for reseller sales engineers, architects and pre-sales teams, and build a reusable enablement content library
• Run distributor enablement days, drive reseller certifications and act as technical point of contact for demos and workshops
• Recruit and activate net-new resellers, manage tiering and partner programs, and maintain an active reseller pipeline
• Integrate distribution into account and territory planning, work with sales operations on discount structures and incentive programs, and collaborate with marketing on partner-funded demand generation
• Resolve channel conflicts, pricing disputes and deal registration exceptions with Global Partner Sales leadership and the Deal Desk

Required profile

• 7+ years of channel sales or partner management experience, with at least 3 years focused on distribution
• Track record of partner-sourced revenue through distributor-managed reseller ecosystems
• Ability to deliver sales pitches, demos and hands-on workshops to sales and technical audiences
• Experience building a self-sustaining partner enablement program
• Experience with partners across different countries in APJ and managing multi-stakeholder distributor relationships
• Willingness to travel onsite to distributors and resellers about 20-30% of the time

Required skills

• Fluency in observability/monitoring, SIEM/security analytics, log management or enterprise search
• Channel mechanics: deal registration, margin stacking, MDF management, reseller tiering and co-sell programs
• Proficiency in Salesforce CRM for pipeline management and partner attribution
• Bonus: experience with Elastic (ELK/ECE/ECK), Splunk, Datadog, CrowdStrike, Impartner, Alliances, Tackle/Clazar, WorkSpan and cloud marketplace procurement