Senior Partner Solutions Architect - Elastic

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.

The Role

As a Partner Solutions Architect (PSA), you will be the technical force multiplier of Elastic's partner ecosystem. Unlike an account Solutions Architect who wins one deal at a time, you will build the technical capacity of a focused portfolio of partners—system integrators, resellers, MSSPs, and cloud providers—enabling them to source pipeline, win deals, and deliver Elastic solutions autonomously.

This role is built on three core pillars:

• Drive growth with and through partners: Focus on partner-sourced pipeline.
• Act as an architect of leverage: Every partner engineer you certify adds technical selling capacity Elastic didn't have to hire.
• Co-innovate on repeatable solutions: Develop joint blueprints, demos, and partner-built offerings on Elastic technology, including vertical and managed solutions Elastic doesn't build itself.

This is a pre-sales role with a partner-sourced pipeline target. You will manage a defined portfolio of partners, each with an agreed technical engagement plan, and be measured on outputs—partner-sourced deals, committed engagement plans, and published assets—rather than activity volume.

What You Will Do

Drive growth with and through partners

• Generate approved partner deal registrations, jointly owned with Partner Managers for your territory.
• Run partner-tailored sales playbooks on registered deals: qualify deal shape, support intake and technical scoping, and help partners attach their own services to lift average deal size.
• Accelerate partner-led opportunities, hands-on labs, and proofs of concept, in collaboration with account AEs and SAs.

Architect of leverage

• Own the technical relationships and named champions at each partner in your portfolio; build trusted advisor status with senior technical stakeholders.
• Create, commit, and maintain a Technical Engagement Plan per focus partner—the technical section of the Joint Business Plan—and run quarterly read-outs with the partner, Partner Manager, and other stakeholders.
• Deliver enablement and certification roadmaps—workshops, hands-on labs, accreditations, certifications—that move partners up a defined technical maturity model, from first knowledge to fully autonomous, market-leading practices.

Co-innovate on repeatable solutions

• Co-architect solution blueprints and reference architectures with partners, distributors, or MSPs.
• Back partner-built solutions on Elastic—vertical, sovereign, and managed offerings that extend Elastic's product surface.
• Build reusable demos, sales cards, and battlecards partners can run without Elastic in the room; co-publish reference win stories and joint blog posts. Everything lands in a central repository for reuse across the ecosystem.

How Success is Measured

Success in this role is measured on four transparent objectives, reviewed quarterly with evidence:

• Approved partner-sourced deal registrations against territory targets (the headline metric).
• Execution of partner sales playbooks that grow average deal size.
• Committed and reviewed Technical Engagement Plans.
• Published repeatable assets.

Focus is on pipeline and capacity, not activity.

What You Bring

• 8+ years in technology solutions, practice development, architecture, or consulting in Security, Observability, or AI domains.
• 3+ years of pre-sales experience, ideally partner-facing: channel, alliances, SI/GSI, or MSSP ecosystems.
• Practitioners in Security Analysts, SRE, DevSecOps, Developers, or Search&AI looking to move to a customer-facing role are encouraged to apply.
• A one-to-many mindset: you prefer to teach ten engineers to run a demo than run it ten times yourself, and can demonstrate how your enablement led to partner wins.
• Working knowledge of security operations (SIEM, endpoint, cloud security) and/or observability (logging, tracing, infrastructure monitoring). Nice to have: an understanding of AI and semantic search technologies (RAG, vector search, NLP).
• Professional experience architecting or operating solutions on AWS, Google Cloud, or Microsoft Azure.
• Commercial fluency: you can read a deal, discuss services scope and margin with a partner, and translate technical capability into a business case their customer buys.
• Excellent communication and presentation skills for technical and non-technical audiences—adapting to a partner engineer, an architect, or an executive sponsor.
• Comfort with ambiguity and a self-starter's bias to action; you inspire partner teams to work on what is most relevant, not just what is urgent.
• Ability to travel up to 30%, as this role requires coverage across the India region.

About Elastic & Benefits

As a distributed company, diversity drives Elastic's 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; we value what you can do.

We strive to have parity of benefits across regions and believe taking care of our people is the right thing to do.

• Competitive pay based on the work you do here.
• 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.

Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation.

We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email candidate_accessibility@elastic.co.

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