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) is the technical force multiplier of Elastic's partner ecosystem. You will build the technical capacity of a focused portfolio of partners , system integrators, resellers, MSSPs and cloud providers , so they source pipeline, win deals and deliver Elastic without us in the room.
What you will be doing
- 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 , lifting 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, including hyperscaler patterns on AWS, Google Cloud and Microsoft Azure. + Back partner-built solutions on Elastic , vertical, sovereign and managed offerings that extend our product surface beyond what Elastic builds itself. + Build reusable demos, sales cards and battlecards partners can run without Elastic in the room; co-publish reference win stories and joint blog posts.
How success is measured
We measure this role on four transparent objectives, reviewed quarterly with evidence: approved partner-sourced deal registrations against territory targets; execution of the partner sales playbooks that grow average deal size; committed and reviewed Technical Engagement Plans; and published repeatable assets.
What you bring
- 8+ years in technology solutions, practice development, architecture, consulting and/or cloud/infrastructure technologies.
- 5+ years of pre-sales experience in the software sector, ideally partner-facing: channel, alliances, SI/GSI or MSSP ecosystems.
- A one-to-many mindset: you would rather teach ten engineers to run the demo than run it ten times yourself, and you can show where your enablement turned into someone else's win.
- Working knowledge of security operations (SIEM, endpoint, cloud security) and/or observability , the solution areas where our partner business is growing fastest , plus 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, talk services scope and margin with a partner, and translate technical capability into the business case their customer buys.
- Excellent communication and presentation skills for technical and non-technical audiences , a partner engineer in the morning, an architect in the afternoon, an executive sponsor in the evening.
- 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%.