Description
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 Partner Solutions Architect (PSA) multiplies Elastic's technical reach through partners. You build technical capability across a focused group of partners so they can source pipeline, win deals, and deliver Elastic on their own.
The role has three pillars: drive partner-sourced pipeline; multiply technical capacity and co-build repeatable solutions.
You will work a defined portfolio of managed partners, each with an agreed technical engagement plan, and be measured on outputs, partner sourced deals, committed engagement plans and published assets.
Responsibilities
- 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 the deal shape, support intake and technical scoping, and help partners attach their own services.
- Accelerate partner-led opportunities, hands-on labs and proofs of concept, in collaboration with account AEs and SAs.
- Stays current on competitive dynamics and market trends, equipping partners with sharp "Why Elastic" positioning.
- 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, accreditations & certifications, that move partners up a defined technical maturity model.
- Leads hands-on technical lab workshops across Elastic products, building partner technical confidence and solution fluency.
- Co-innovate on repeatable solutions
- Co-architect solution blueprints and reference architectures with partners, including hyperscalers.
- Build reusable demos, sales cards and battlecards partners can run without Elastic in the room; co-publish reference win stories and joint blog posts.
- Authors customer-facing content including white papers, blogs, and sales collateral, informed by market trends and deep relationships with partner technical leaders.
- Supports technical deployments of Elastic in partner labs, demonstration environments, and testing grounds.
Requirements
- 2+ years in technology solutions, practice development, architecture, consulting and/or cloud/infrastructure technologies.
- Bachelor's degree in Computer Science, Information Systems, Engineering, or a related field, or equivalent practical experience.
- 1+ years of pre-sales experience in the software sector, ideally partner-facing: channel, alliances, SI/GSI or MSSP ecosystems in the US Public Sector.
- Working knowledge of security operations and/or observability, plus an understanding of AI and semantic search technologies.
- Professional experience architecting or operating solutions on AWS, Google Cloud or Microsoft Azure.
- Excellent communication and presentation skills for technical and non-technical audiences.
- Comfort with ambiguity and a self-starter's bias to action.
Nice to Have
- Meaningful, demonstrable, experience with AI/ML technologies.
- Proficiency in at least one scripting or programming language.
- Prior experience in a technical training, instruction, or curriculum development capacity.
Compensation
The typical starting OTE range for new hires in this role is $106,700-$168,700 USD.