Partner Solutions Architect

About Elastic

Elastic is a leader in Search AI, empowering organizations to instantly access vital insights from all their data at scale. Serving over half of the Fortune 500, Elastic combines precise search with AI intelligence through its cloud-based platform focused on search, security, and observability. This platform helps secure sensitive information while accelerating actionable outcomes with innovations including semantic and vector search.

Role Overview

The Partner Solutions Architect (PSA) acts as a pivotal technical enabler within Elastic’s partner ecosystem, extending Elastic's reach by equipping partners—such as system integrators, resellers, MSSPs, and cloud providers—with the technical knowledge and resources needed to independently source leads, win deals, and implement Elastic solutions without direct Elastic involvement.

This pre-sales position involves managing a designated group of partners through defined technical engagement plans. Success is quantified by partner-sourced deal registrations, executed sales playbooks, technical engagement achievements, and development of reusable partner assets.

Key Responsibilities

• Drive deal registrations sourced by partners collaboratively with Partner Managers.
• Lead tailored sales strategies with partners to qualify deals, support scoping, and boost deal value through service attachment.
• Accelerate partner-led opportunities with hands-on labs and proofs of concept alongside account teams.
• Maintain trusted technical relationships and cultivate senior-level advocate connections within partner organizations.
• Develop and manage Technical Engagement Plans, delivering quarterly reviews with partners and stakeholders.
• Provide enablement and certification opportunities including workshops, labs, and accreditation programs to elevate partner technical proficiency.
• Co-design solution blueprints and reference architectures jointly with partners, including cloud provider patterns.
• Support partner-developed solutions that extend Elastic’s offerings into verticals, sovereign solutions, and managed services.
• Create reusable demos and marketing collateral partners can deploy independently, plus publish joint success stories and blog content for ecosystem benefit.

Candidate Profile

• 8+ years in roles involving technology solutions, architecture, consulting, or cloud/infrastructure technologies.
• At least 5 years of experience in software pre-sales, ideally with a focus on partner ecosystems like channel, alliances, SI/GSI, or MSSPs.
• Ability to scale technical enablement by training multiple partner engineers rather than performing repetitive demonstrations personally.
• Familiarity with security operations (SIEM, endpoint, cloud security) and observability technologies, alongside knowledge of AI and semantic search areas such as retrieval augmented generation (RAG), vector search, and natural language processing (NLP).
• Professional experience building or managing solutions on AWS, Google Cloud Platform, or Microsoft Azure.
• Strong commercial intuition to assess deals, negotiate service scopes, and align technical capability with customer business value.
• Excellent communicator capable of engaging diverse audiences from technical engineers to executives.
• Self-motivated and comfortable with ambiguity; able to inspire partners to focus on impactful priorities.
• Willingness to travel up to 30% of the time.

Additional Information and Benefits

Elastic values diversity and inclusion, ensuring equal consideration regardless of age, gender, ethnicity, or any protected status. The company supports a balanced work-life integration, health coverage, flexible scheduling, generous vacation policies, philanthropic donation matching up to $2000, volunteer hours allocation, and parental leave provisions of at least 16 weeks.

Elastic is an equal opportunity employer dedicated to accessible, inclusive hiring processes. Reasonable accommodations during recruitment can be requested and will be responded to promptly.

Note: Employment eligibility is subject to export control laws for certain sanctioned countries and regions.