Role Description As a Channels & Alliances Manager on the Channel Acceleration Team, you own the channel motion for Austin, TX and surrounding region. You are the connective tissue between Elastic sellers, our partner ecosystem, and the customers they serve. You build partner-sourced pipeline, accelerate deal velocity, and turn partner strategy into repeatable plays the field actually uses. What You Will Be Doing - Partner-Sourced Pipeline and Territory Strategy - Own partner-sourced pipeline generation and bookings for your assigned territory, in partnership with regional sales leadership. - Build and maintain a territory game plan. Map accounts on a recurring cadence and as new partners are onboarded, attaching an actionable channel play (security-first attach, free-to-paid conversion, or renewal expansion) with a clear next step and named owner. - Deliver concise, fluff-free regional channel strategy briefings to sales leadership and hold a routine seat on regional forecast calls. - Partner Activation and Enablement - Own inbound partner onboarding end to end: monitor the partner application queue, run onboarding calls, and execute the standard onboarding framework. - Drive joint business planning with focus and regional partners. Co-author the joint business plan with solutions architecture leadership, confirm portal access, map target accounts, and lock in a recurring partner cadence. - Equip partners with the enablement, assets, and plays they need to sell, build, and service with Elastic, and ensure Elastic sellers adopt them. - Deal Execution and Operational Rigor - Build, quality-check, and submit quotes across reseller, distributor, MSP, and hyperscaler motions, applying the correct programs and incentives. - Maintain pipeline hygiene: resolve territory duplicates, keep deal notes current, and ensure every opportunity carries an accurate status. - Enforce partner attach standards on security opportunities, ensuring an eligible focus security partner is attached before the deal advances. - Manage partner deal registrations end to end, including timely appeals on declined or disputed registrations. - Measurement and Reporting - Report on regional channel metrics including partner-sourced pipeline and revenue, partner attach rate, average deal size, and hyperscaler attach. - Monitor customer consumption and opportunity telemetry to surface risk and expansion early. - Tell the story behind the numbers: where the momentum is, where the gaps are, and what you are adjusting. Qualifications - Experience in channel or partner management, alliances, or partner-facing sales, ideally within enterprise software, cloud, or data infrastructure. - A track record of generating partner-sourced pipeline and influencing revenue within an assigned territory. - Comfort operating in a CRM daily. Pipeline hygiene, forecasting discipline, and reporting are core to this role, not an afterthought. - Working knowledge of a structured sales methodology such as MEDDPICC, and the ability to coach partners through it. - Strong communication skills. You can brief a sales leader in five minutes without fluff, and write enablement a partner will actually use. - Ability to work cross-functionally across sales, solutions architecture, marketing, operations, and legal to remove friction from partner transactions. - Self-directed and outcome-oriented. You ship, measure, and iterate. Bonus Points - Experience with resellers, global systems integrators, MSPs, or hyperscaler marketplaces (AWS, Azure, Google Cloud). - Familiarity with Search, Observability, or Security solutions. - Experience with partner relationship management (PRM) platforms and CRM-based reporting. Compensation - Base salary plus a variable component, comprising the On-Target Earnings (OTE). - Typical starting OTE range: $128,000 — $202,400 USD. - Typical starting salary range: $89,600 — $141,700 USD. - Typical starting Target Variable range: $38,400 — $60,700 USD. 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. - 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. - Minimum of 16 weeks of parental leave.

• Document business principles for an opportunity and facilitate the movement of the opportunity through the contract review process. • Draft complex multifaceted contract agreements and amendments. • Review and validate documents/contracts to ensure that all parties involved in the agreement are accepting of the terms presented in the document/contract. • Collaborate with Legal teams for contractual support. • Manage and participate in projects related to the management and compliance activities related to revenue impacting contracts. • Support ongoing continuous improvement initiatives and highlight or pre-empt areas of weakness or action that are needed to alleviate future roadblocks. • Provide document status reports detailing expected delivery time-frames and key challenges. • Read and review contract agreements appropriately and assess potential risks. • Leverage a variety of AI tools to fulfill job duties. • Be a sought after subject matter expert in certain contracting vehicles. • Contribute to mentoring of new employees; May supervise interns.

Role Description This role will report to the Head of System Disruption Management. - Lead and shape the disruption management strategy, mentoring the regional team to ensure operational excellence and seamless 24/7 coverage. - Act as the Lead Incident Commander during high-severity, cross-functional disruptions, making decisive real-time decisions to resolve events safely and efficiently. - Lead operational roll-outs for disruption management, shaping processes while ensuring playbooks and procedures are fully operationalized and maintained. - Ensure strict regulatory compliance, lead thorough incident retrospectives, and integrate emerging regulatory requirements directly into disruption management frameworks. - Support partners in sensitive external reporting workflows and interactions with regulatory agencies, Emergency Services, and legal counsel during high-profile incidents. - Deliver executive-level communications, briefing senior leadership in real-time on complex, fast-moving incidents, operational impacts, and resolutions. Qualifications - Proven experience leading, mentoring, and shaping operational teams with dedicated regional accountability or global footprints. - Experience scaling global operations for emerging technologies within heavily regulated spaces. - A proven track record partnering with technical teams — demonstrating a history of collaborating closely with technical teams to articulate operational problems, define impacts, and influence engineering priorities. - Experience briefing senior executives and leadership, in real-time, on complex, fast-moving incidents, articulating technical details, impact, and proposed resolutions clearly and concisely across various communication channels. - 10+ years of direct experience in incident management, serving as an Incident Commander or lead responder for high-severity, cross-functional incidents. - Willingness and ability to shape and participate in a 24/7 on-call rotation, demonstrating flexibility to cover shifts as part of a global "follow the sun" or "in-geo" incident response capability. Requirements - Advanced degree in a relevant field such as Business, Operations, Law, or a related discipline, demonstrating a deeper theoretical understanding of incident dynamics and organizational response. - Experience leading an incident response function in large-scale or high-impact environments. - Proven ability to effectively interact with and/or report to external stakeholders, including law enforcement, regulatory agencies, and legal counsel, during sensitive or high-profile incidents. - Deep background in highly regulated industries such as Automotive, Maritime, Aviation, or similar sectors with safety-critical systems. - Certifications/alignment on relevant incident management best practices and frameworks (e.g., NIMS/ICS, ITIL Incident Management, or similar), indicating a structured approach to incident handling and continuous improvement. - Strong familiarity with complex operational procedures and compliance frameworks in high-stakes environments. Benefits - The expected base salary range for this full-time position is £118,000 — £124,000 GBP. - Waymo employees are also eligible to participate in Waymo’s discretionary annual bonus program, equity incentive plan, and generous Company benefits program, subject to eligibility requirements.

• Handle and oversee all travel arrangements (air, lodgings, visas, insurances etc.) and operations for Miratech personnel worldwide • Participate in event arrangements: conferences, retreats, team buildings, etc • Manage relationships with travel agencies and vendors, including but not limited to hotels, travel booking tools • Provide advice on travel documents, insurance, handle rewards programs and charges • Process expense reports and handle reimbursements, manage credit card operations • Ensure compliance in all aspects of travel policies and procedures • Perform other responsibilities as reasonably required in alignment with the purpose of the role.