• Own the Deal Lifecycle • Serve as the primary business partner for EMEA and APAC Account Executives, supporting complex enterprise deal structuring, pricing strategy, policy compliance, and exception oversight on non-standard commercial terms • Manage the full quote-to-signature workflow: quote creation, pricing approvals, order form generation, and clean opportunity closure • Maintain deal velocity – especially at month- and quarter-end – by proactively identifying and resolving blockers before they become fires • Engage directly with sales leadership as a trusted commercial advisor, not just a support function • Shape How Deal Desk Operates Globally • Partner with Deal Desk leadership to define, document, and refine the frameworks, playbooks, and policies that govern how deals get done across the business • Bring a builder's mindset to process design – identify gaps, propose solutions, and drive consistency across regions and segments • Translate EMEA and APAC commercial nuance – procurement norms, contract expectations, multi-currency dynamics – into globally scalable practices • Act as a thought partner on how Deal Desk should evolve as the business scales, from tooling decisions to engagement models to self-serve design • Improve the Systems and Processes • Support the build-out and optimization of Deal Desk tooling, CPQ systems, and approval automation in partnership with the Business Systems team. • Maintain data integrity across Salesforce, IronClad, and related systems • Identify and drive automation opportunities to reduce manual work and improve deal quality • Design for self-serve where possible, and leverage AI to accelerate review, reduce errors, and scale impact • Drive Commercial Governance with Precision • Enforce pricing policies, approval matrices, and contract standards across the region – with the judgment to know when to hold the line and when to escalate • Serve as the first line of exception review for non-standard commercial terms, operating with the autonomy appropriate to a senior-level function

Role Description We’re looking for a highly motivated Senior Partner Manager Singapore with a strong background developing new client segments in partnership with Value-Added Reseller, Regional System Integrators and modern Distribution partners. This role is critical to driving our business to new heights through Partnerships. If you are a dynamic, creative, and results-oriented partner leader, we'd love to hear from you! The Senior Partner Manager’s responsibility is to develop and drive the execution of business plans with a set of focus partners with initiatives that support accelerated GTM, increased investment and new capabilities and offerings to take to market in the Singapore region. Key to the success in the position is effective collaboration with multiple cross-functional stakeholders, including sales, partner and technical sales, marketing, legal, and operations. What You Will Be Doing - Executive Relationships: Growing trust and influence with senior leadership of our focus partners. Developing joint strategies, commitments, and execution plans, leveraging investments and programs to drive co-sell revenue across the Singapore region. - Sales Management: Working with internal and external field sales teams to take joint sales plays, programs and industry solutions to specific market segments for execution. - Market Development: Work with the specified partners’ business development, marketing, and solution architects, to craft and promote mutually-beneficial business models, solution offerings and messaging that drive new opportunities in the market. - Business Cadence: Execute, manage and deliver Singapore pipeline and revenue growth cadence tied to the specified partners’ strategies and initiatives. - Strategy: Help shape and evolve Elastic’s partner strategy, while implementing plans and execution in the Singapore region. - Partner Ecosystem: Identify, recruit, enable and manage partners (Regional SIs, VARs, Referral Partners, etc.) to support business goals and to execute channel sales strategies. Drive execution in concert with the local ecosystem resources; working in tight collaboration with global and regional partner sales functions leading Cloud, SIs, VARs, OEM, MSPs, Distributors and Technology Partnerships. - Communication: High-quality, effective and timely internal & external communication to coordinate functions, manage activity execution, resolve conflict, share results, and be a spokesperson for joint value propositions of Elastic’s partner ecosystem, strategy & programs. - Educate: Ensure partners’ stakeholders understand Elastic’s value proposition and how our technology fits into their overall GTM strategy and portfolio. Qualifications - 8+ years in Partner Management roles. - Extensive external industry network with 8+ years of SaaS based solutions and/or open source technologies. - Executive presence; executive selling, communication and business development skills. - Proven performance, personally leading to measurable revenue results through strategic partnerships. - Operational Excellence - ability to use data, systems and processes effectively to plan, execute and measure performance and initiatives; shared language and a disciplined approach to pipeline generation and sales process. - Strong skills in analysis, organization, and managing projects. - Ability to make quick, informed decisions that can lead to smart risks. - Ability to build and maintain positive working relationships while delivering results in a complex, matrixed global organization. - Tolerance for ambiguity; able to focus and execute in a changing environment; interdisciplinary approach and ability to “get things done” in a cross-functional environment. - Leadership - strong drive and character qualities that match our values, the Elastic Source Code, inspiring others to follow and act. - Accountability and a bias for action. - High energy, great attitude, collaborative approach, and a learning mindset. - Willingness to travel (up to 20%). Benefits - Competitive pay based on the work you do here and not your previous salary. - Health coverage for you and your family in many locations. - Ability to craft your calendar with flexible locations and schedules for many roles. - Generous number of vacation days each year. - Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service. - Up to 40 hours each year to use toward volunteer projects you love. - Embracing parenthood with a minimum of 16 weeks of parental leave.

Role Description We’re looking for a highly motivated Senior Partner Manager Singapore with a strong background developing new client segments in partnership with Value-Added Reseller, Regional System Integrators and modern Distribution partners. This role is critical to driving our business to new heights through Partnerships. If you are a dynamic, creative, and results-oriented partner leader, we'd love to hear from you! The Senior Partner Manager’s responsibility is to develop and drive the execution of business plans with a set of focus partners with initiatives that support accelerated GTM, increased investment and new capabilities and offerings to take to market in the Singapore region. Key to the success in the position is effective collaboration with multiple cross-functional stakeholders, including sales, partner and technical sales, marketing, legal, and operations. What You Will Be Doing - Executive Relationships: Growing trust and influence with senior leadership of our focus partners. Developing joint strategies, commitments, and execution plans, leveraging investments and programs to drive co-sell revenue across the Singapore region. - Sales Management: Working with internal and external field sales teams to take joint sales plays, programs and industry solutions to specific market segments for execution. - Market Development: Work with the specified partners’ business development, marketing, and solution architects, to craft and promote mutually-beneficial business models, solution offerings and messaging that drive new opportunities in the market. - Business Cadence: Execute, manage and deliver Singapore pipeline and revenue growth cadence tied to the specified partners’ strategies and initiatives. - Strategy: Help shape and evolve Elastic’s partner strategy, while implementing plans and execution in the Singapore region. - Partner Ecosystem: Identify, recruit, enable and manage partners (Regional SIs, VARs, Referral Partners, etc.) to support business goals and to execute channel sales strategies. Drive execution in concert with the local ecosystem resources; working in tight collaboration with global and regional partner sales functions leading Cloud, SIs, VARs, OEM, MSPs, Distributors and Technology Partnerships. - Communication: High-quality, effective and timely internal & external communication to coordinate functions, manage activity execution, resolve conflict, share results, and be a spokesperson for joint value propositions of Elastic’s partner ecosystem, strategy & programs. - Educate: Ensure partners’ stakeholders understand Elastic’s value proposition and how our technology fits into their overall GTM strategy and portfolio. Qualifications - 8 + years in Partner Management roles. - Extensive external industry network with 8+ years of SaaS based solutions and/or open source technologies. - Executive presence; executive selling, communication and business development skills. - Proven performance, personally leading to measurable revenue results through strategic partnerships. - Operational Excellence - ability to use data, systems and processes effectively to plan, execute and measure performance and initiatives; shared language and a disciplined approach to pipeline generation and sales process. - Strong skills in analysis, organization, and managing projects. - Ability to build and maintain positive working relationships while delivering results in a complex, matrixed global organization. - Tolerance for ambiguity; able to focus and execute in a changing environment; interdisciplinary approach and ability to “get things done” in a cross-functional environment. - Leadership - strong drive and character qualities that match our values, the Elastic Source Code, inspiring others to follow and act. - Accountability and a bias for action. - High energy, great attitude, collaborative approach, and a learning mindset. - Willingness to travel (up to 20%). Benefits - Competitive pay based on the work you do here and not your previous salary. - Health coverage for you and your family in many locations. - Ability to craft your calendar with flexible locations and schedules for many roles. - Generous number of vacation days each year. - Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service. - Up to 40 hours each year to use toward volunteer projects you love. - Embracing parenthood with minimum of 16 weeks of parental leave.

• Own and improve executive compensation programs, base salary, annual incentives • Evolve executive equity programs, including grant design and allocation approaches • Design and manage comp and equity frameworks aligned with company performance • Co-own global incentive programs with the Compensation Manager • Act as the go-to expert on executive compensation and equity • Develop compensation and equity guidelines ensuring consistency and fairness • Keep executive practices competitive through market benchmarking • Ensure compliance with regulations and internal policies • Own executive compensation data ensuring accuracy across systems and reporting • Build modeling and analysis for executive comp and equity