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Partner Manager, US Federal

Greater DC

Endgame Systems, LLC provides consulting services related to Elastic technology to Government agencies with heightened security needs. Endgame Systems, LLC is a wholly-owned subsidiary of Elastic.  Elastic is a free and open search company that powers enterprise search, observability, and security solutions built on one technology stack that can be deployed anywhere. From finding documents to monitoring infrastructure to hunting for threats, Elastic makes data usable in real-time and at scale. Thousands of organizations worldwide, including Barclays, Cisco, eBay, Fairfax, ING, Goldman Sachs, Microsoft, The Mayo Clinic, NASA, The New York Times, Wikipedia, and Verizon, use Elastic to power mission-critical systems. Founded in 2012, Elastic is a distributed company with Elasticians around the globe. Learn more at elastic.co.  Endgame Systems, LLC, while a subsidiary of Elastic, is an independent entity focused on Government services.

  • Partner Manager, US Federal

    We are seeking a highly motivated and experienced Partner Manager (PM) to join our US Public Sector Partner Sales Team, focused on scaling our partner ecosystem in the US Federal space. This critical role is responsible for recruiting, enabling, and managing a strategic network of partners to drive significant partner-sourced, influenced, and fulfillment revenue across US Public Sector.

    As a key member of our team, you will be instrumental in executing our GTM to achieve accelerated public sector growth by strategically prioritizing and scaling our partner ecosystem, particularly in high-growth areas like AI, Security and Observability.

    What You Will Do:

    As a Partner Manager, you will be at the forefront of our go-to-market strategy, tasked with turning strategic imperatives into tangible results. Your core responsibilities include:

    • Partner Ecosystem Development: Identify, recruit, and onboard new partners, including regional System Integrators (SIs), Value-Added Resellers (VARs), and consulting firms. You will be responsible for creating and executing a comprehensive channel strategy for your assigned territory.

    • Joint Business Planning & Enablement: Develop and execute joint business plans (JBPs) with top-tier partners, with a focus on pipeline generation and deal closure. You will manage the entire partner enablement lifecycle, from initial onboarding to technical certifications and solution-specific training.

    • Sales and Field Collaboration: Work directly with our US Federal sales teams, including Account Executives and field leadership (AVPs, RVPs), to ensure a cohesive go-to-market approach. You will participate in forecast meetings, provide pipeline support, and ensure alignment on territory and account channel strategies.

    • Operational Excellence: Drive deal registrations and maintain Salesforce hygiene to accurately track partner attribution. You will manage the support for unmanaged partners and territories, providing essential resources like technical support for RFx responses, PoCs, and cloud licenses.

    • Strategic Growth Initiatives: Identify and promote "win wire" successes and customer stories with our Partner Marketing team. You will lead the development of an Elastic practice within key channel partners and play a role in evolving our partner program with new specializations and delivery readiness.

     

    What You Bring

    The ideal candidate will have a demonstrated track record of success in the US Federal space and possess a strategic, results-oriented mindset.

    • Experience:

      • Minimum of 4+ years of professional experience in the US Federal space.

      • Proven experience recruiting, enabling, and leading a network of SI and channel partners with direct personal involvement.

      • Demonstrated success in growing channel results through increased lead generation and bookings.

      • Exposure to and expertise in building channel networks from the ground up.

    • Skills & Attributes:

      • Strong negotiation skills with experience in closing channel and partnership contracts.

      • A deep understanding of analytics, search, or big data markets/products, or the ability to quickly acquire this knowledge.

      • Experience with Salesforce and a strong commitment to maintaining data integrity and hygiene.

      • Willingness to travel up to 30% of the time.

      • Experience with Elastic Software or Open Source is highly desired.

    • Mindset:

      • Ability to think with a "plan mindset," proactively engaging top partners and executing on clear, measurable KPIs.

      • A collaborative spirit with the ability to build trust and foster deep, strategic relationships with partners and internal stakeholders.

      • A proactive approach to identifying new opportunities and driving initiatives to maximize partner impact.

Travel:

  • Willing to travel up to 30% of the time.

 

Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE).   On-Target Earnings (OTE) are based on a 70/30 pay mix (base salary/target variable).  The typical OTE range for this role is listed below.  

This range represents the lowest to highest OTE we reasonably and in good faith believe we would pay for this role at the time of this posting.  We may ultimately pay more or less than the posted range, and the range may be modified in the future.  

An employee's position within the OTE range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs.

Additionally, this role is still eligible to participate in Elastic’s equity plan, 401k plan, and a range of other benefits offered with a holistic emphasis on employee well-being.   If you need additional details on our benefits, please review the US Benefits page on Wiki.

The typical starting salary range for this role is:
$128,940—$177,380 USD
The typical starting Target Variable range for this role is:
$55,260—$76,020 USD
The typical starting On-Target Earnings (OTE) range for this role is:
$184,200—$253,400 USD

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 
  • Ability to craft your calendar with flexible locations and schedules for many roles
  • Generous number of vacation days each year
  • Double your charitable giving - We match up to $1500 (or local currency equivalent)
  • 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/affirmative action employer committed to diversity, equity, and inclusion. 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)

Please see here for our Privacy Statement.

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, Endgame Systems 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 
  • Ability to craft your calendar with flexible locations and schedules for many roles
  • Generous number of vacation days each year
  • Double your charitable giving - We match up to $1500 (or local currency equivalent)
  • 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. Endgame Systems is an equal opportunity/affirmative action employer committed to diversity, equity, and inclusion. 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)

Please see here for our Privacy Statement.

 

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