Partner Sales Specialist – Hyperscalers & Cloud Marketplace (APJ)

About the role

Elastic is seeking a Marketplace Sales Specialist to join its Global Hyperscaler Alliances team. In this role you will connect Elastic’s APJ field sales organization with AWS, Microsoft Azure, and Google Cloud, turning co‑sell strategies into closed Marketplace transactions.

Key responsibilities

• Assess and qualify Marketplace as the preferred route for new business, expansion, and renewal opportunities across AWS, Azure, and GCP.
• Support end‑to‑end transactions, coordinating with AEs, Deal Desk, Finance, Legal, and Professional Services.
• Identify and manage hyperscaler funding, POC credits, and cloud migration support, tracking approvals and reimbursements.
• Build and troubleshoot private offers, handling billing mismatches, currency conversion, and PAYG overages.
• Advise on direct Marketplace, AWS CPPO, GCP MCPO, and Azure MPO/REO routes, coordinating with resellers and internal teams.
• Deliver Marketplace enablement content, run account‑mapping activities, and lead APJ pipeline reviews.

Required profile

• Proven experience supporting ISV Marketplace transactions across AWS, Azure, and/or GCP in APJ.
• Hands‑on experience with hyperscaler funding programs, including application and reimbursement.
• Track record of enabling co‑sell motions and managing multi‑stakeholder deal cycles.
• Strong communication skills across Sales, Deal Desk, Finance, Legal, and hyperscaler teams.
• Willingness to travel up to 10% within APJ.

Required skills

• AWS
• Microsoft Azure
• Google Cloud Platform

What we offer

• Competitive pay based on role performance.
• Health coverage for you and your family.
• Flexible schedules and remote work options.
• Generous vacation and parental leave (minimum 16 weeks).
• Charitable giving match up to $2,000 and up to 40 volunteer hours per year.