Partner Solutions Architect

About the Company

Elastic, known as the Search AI Company, empowers organizations and individuals to access answers instantly by leveraging data at scale. Their Elastic Search AI Platform, adopted by over half of the Fortune 500, combines precise search capabilities with AI intelligence to accelerate meaningful outcomes. Focusing on securing and handling both structured and unstructured data, Elastic offers comprehensive, cloud-based solutions in search, security, and observability to harness the full potential of AI.

Role Overview

The Partner Solutions Architect (PSA) serves as a technical multiplier within Elastic’s partner ecosystem. Unlike account-based solutions architects who secure deals individually, the PSA strengthens a targeted group of partners—including system integrators, resellers, MSSPs, and cloud providers—enabling them to generate pipelines, win deals, and implement Elastic's offerings without direct involvement.

Key Responsibilities

• Develop approved partner deal registrations alongside Partner Managers for assigned territories.
• Manage partner-specific sales playbooks, qualifying opportunities, supporting technical scoping, and assisting partners in service attachment to increase deal size.
• Facilitate partner-led opportunities through hands-on labs and proofs of concept in coordination with account executives and solution architects.
• Maintain strong technical relationships and trusted advisor status with designated contacts and senior engineers within partner organizations.
• Create and update Technical Engagement Plans for each focus partner and present quarterly reviews to relevant stakeholders.
• Lead enablement initiatives including workshops, labs, accreditations, and certifications to elevate partner technical competencies along a maturity model aiming at autonomy and market leadership.
• Collaborate with partners to architect solution blueprints and reference architectures involving hyperscalers like AWS, Google Cloud, and Microsoft Azure.
• Support partner-developed Elastic-based solutions, including vertical, sovereign, and managed offerings that extend beyond Elastic’s own product scope.
• Develop reusable demonstrations, sales materials, and collateral for partners’ independent use, and co-author success stories and blogs for ecosystem-wide dissemination.

Required Qualifications & Skills

• Minimum 8 years in technology solutions, architecture, practice development, consulting, or cloud/infrastructure technologies.
• At least 5 years of pre-sales experience within software, ideally serving channel, alliances, SI/GSI, or MSSP ecosystems.
• Capability to enable multiple engineers simultaneously, showing clear evidence of enablement translating to partner successes.
• Practical knowledge of security operations (e.g., SIEM, endpoint or cloud security) and/or observability areas, with comprehension of AI and semantic search technologies such as RAG, vector search, and NLP.
• Hands-on professional experience designing or operating solutions on AWS, Google Cloud, or Microsoft Azure.
• Strong commercial awareness to interpret deals, discuss service scopes and margins, and translate technical value into business benefits for customers.
• Exceptional communication and presentation skills suitable for both technical and non-technical audiences ranging from engineers to executives.
• Ability to handle uncertain environments proactively with a bias for action, motivating partner teams to prioritize impactful work.
• Willingness to travel up to 30% of the time.

Additional Information and Benefits

• Competitive remuneration aligned with role responsibilities rather than prior salary history.
• Health coverage available for employees and their families in multiple locations.
• Flexible working locations and schedules for many roles to support work-life balance.
• Generous annual vacation allowances.
• Matching donations up to $2000 or equivalent in local currency for charitable and service contributions.
• Up to 40 paid hours annually allocated for volunteer activities.
• Support for parenthood includes a minimum of 16 weeks parental leave.

Diversity and Inclusion

Elastic values diversity as a fundamental aspect of its culture and provides equal employment opportunities without regard to race, ethnicity, gender, age, disability, sexual orientation, or other protected categories. The company strives for accessibility and inclusivity and welcomes accommodations requests during the recruitment process.

Employment Compliance

Applicants should be aware that Elastic’s products and services are subject to U.S. export control laws and licensing restrictions, particularly concerning nationals or residents of certain sanctioned countries.