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. What is the Role We are looking for a highly motivated GSI Incubation Lead to join our global partner team at Elastic. This role is responsible for designing, executing, and validating early-stage Global Systems Integrator (GSI) partnership motions , transforming strategic partner interest into repeatable, scalable, and field-ready Go-To-Market models . This role serves as the link between Strategy and Scale - proving which GSI motions work, creating the operational model for success, and enabling confident long-term handoff to regional sales and partner teams. What You Will Be Doing Identify, design and lead early-stage GSI partnership motions aligned to Elastic's strategic priorities (e.g. GenAI, Security, Observability, Search) Drive early pipeline creation and lighthouse opportunities through joint account planning and partner-led execution Work closely with Sales, Services, Marketing, Product, Finance, and Legal teams to align incentives, execution models, and success metrics for strategic GSI engagement Build and operationalize repeatable GSI playbooks (enablement, account targeting, delivery models) that can be handed off to regional teams for scale Establish clear, data-backed criteria to graduate, invest further in, or exit GSI incubation partners What You Bring 10 years + experience in partnerships, alliances, GTM, or services-led sales within enterprise technology Proven experience building and scaling GSI or complex partner motions , ideally from early-stage incubation through repeatable execution Strong track record of driving partner-influenced pipeline and revenue Demonstrated ability to operate in ambiguity and build structure Ability to influence senior stakeholders across Sales, Services, Product, Finance, and Legal without direct authority Familiarity with analytics, search, security, observability or GenAI platforms strongly preferred Willing to travel up to 30% as needed to support partner execution and alignment #LI-AM2 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 starting OTE range for new hires in 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. Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in Elastic's stock program. Our total rewards package also includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being. The typical starting salary range for this role is: $107,500 — $170,100 USD The typical starting Target Variable range for this role is: $46,000 — $72,800 USD The typical starting On-Target Earnings (OTE) range for this role is: $153,500 — $242,900 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 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 $