Global Alliance Director - Google Cloud

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.

With over 25 out of the box integrations with GCP services and 10 external connectors for easier data ingestion, Elastic is a 7-time award winning Partner of Google Cloud – most recently named the Artificial Intelligence Partner of the Year for both Tooling and Data & Analytics in 2025. Elastic is seeking a top-tier, visionary Google Cloud alliance leader to own and grow one of our most business critical partnerships.

Our partnerships with the hyperscalers are nuanced relationships where collaboration and competition coexist. We need a leader who can skillfully navigate the global scale of the partnership, command an executive presence, align diverse collaborators, and encourage cross-functional teams to deliver a measurable impact.

You will orchestrate the development and implementation of Elastic’s Google Cloud partnership strategy worldwide. This role operates at the crossroads of business development, sales execution, and cross‑functional teamwork. You will lead all aspects of executive alignment, joint go-to-market initiatives, and field engagement to accelerate co‑sell revenue, grow marketplace revenue, and expand joint customer adoption. In addition, you will coordinate with finance and operations teams to launch and implement new incentive programs and procurement to help skillfully negotiate our strategic collaboration agreements with Google Cloud.

• Strategic Leadership: Define and drive Elastic’s global Google Cloud alliance strategy, balancing competitive dynamics with opportunities for joint growth in order to drive joint‑revenue and elevate Elastic’s position within the Google Cloud partner ecosystem.
• Executive Alignment: Build positive relationships with Google Cloud senior leadership and Elastic’s executives to ensure shared priorities, visibility, and sponsorship.
• People Leadership: Individual contributor in a leadership role - leading with compassion, emotional intelligence, and strong interpersonal skills to empower, guide, and unify cross‑functional teams.
• Cross‑Functional Orchestration: Align sales, marketing, product, revenue operations, finance, and partner teams across geographies to drive consistent execution and outcomes.
• Go‑to‑Market Acceleration: Lead co‑sell and marketplace sales motions with Google Cloud to expand Elastic’s footprint and accelerate deal velocity.
• Field Engagement: Equip regional sales and partner leaders with Google Cloud & Elastic Better together, incentives, and plays to strengthen regional sales execution.
• Operational Excellence: Track and report alliance performance, ensuring accountability to revenue, pipeline, and marketplace growth goals.

• Proven Alliance Leadership: Demonstrated ability running large‑scale cloud or technology partnerships, preferably with Google Cloud or other hyperscalers.
• Emotionally Intelligent: Builds trust, listens actively, resolves conflict effectively, and encourages people across organizations and cultures.
• Influence & Alignment: Outstanding ability to bring together diverse voices and cross‑functional teams toward a shared vision and goals.
• Strategic & Hands‑On: Ability to think strategically at the executive level while being hands‑on, leading efforts on the ground.
• Competitive Attitude: Skilled at navigating co‑opetition—forming close partnership with Google Cloud while setting Elastic apart in competitive situations.
• Global Perspective: Experience operating in sophisticated, matrixed organizations across multiple geographies.
• Performance Oriented
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