AWS Alliance Director

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.