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 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.
What is The Role
Elastic is seeking a Principal Partner Value Engineer to drive the economic blueprint of our strategic ecosystem. In this role, you will sit at the critical intersection of Elastic, our strategic Partners, and the ultimate End Customer. Your mission is two-fold: articulate and maximize Elastic’s value proposition to our partners, and co-create the partners' unified value proposition to the market.
We are looking for a high-impact professional with a deep background in partner ecosystems, a proven track record of value-based selling, and established partner relationships. This is a fully remote role open to candidates based in AMER.
What You Will Be Doing
- Dual-Value Architecture: Co-develop and articulate the joint "Elastic + Partner" value proposition. Help partners understand the ROI of building on or with Elastic, while simultaneously helping partners position that combined value to their end customers.
- Ecosystem Collaboration: Partner closely with Global Alliances, Channel Sales leaders, and partner account teams to identify, prioritize, and execute value delivery strategies for key regional and global partners.
- Business Case and ROI Development: Lead joint business value reviews and create boardroom-quality business cases that quantify the economic benefits, total cost of ownership (TCO), and realized business impacts of Elastic-powered partner solutions.
- Framework and Tool Creation: Help scale the Partner Value Engineering practice by creating repeatable frameworks, tools, and value calculators tailored specifically to different partner personas such as GSIs, MSSPs, and Cloud Hyperscalers.
- Executive Presentation: Deliver compelling, high-impact presentations to partner executives and joint customers, acting as a trusted advisor on business transformation and optimization.
- Cross-Functional Alignment: Work collaboratively with Product, Marketing, and Engineering teams to ensure partner feedback and unique ecosystem use cases are integrated into Elastic’s broader value strategy.
- Enablement and Workshops: Conduct training sessions and workshops for both internal Elastic teams and partner organizations to elevate their discovery capabilities and understanding of value-based selling.
What You Bring
- Experience: 4+ years of experience in Value Engineering, Management Consulting, Partner Enablement, or a related customer or partner-facing strategic role.
- Partner DNA: Proven experience working directly within or alongside partner ecosystems (GSIs, RSIs, MSPs, or Cloud Providers) with a strong network of existing partner relationships.
- Value Selling Expertise: Expert-level knowledge of value-based selling methodologies (such as MEDDPICC, Challenger, or similar frameworks) and a demonstrated ability to build complex financial models and business cases.
- Strategic and Analytical Skills: Strong analytical, financial acumen, and problem-solving skills. Ability to navigate ambiguity, project manage multiple workstreams, and act decisively under minimal supervision.
- Communication Mastery: Exceptional communication and storytelling skills, with a track record of influencing C-level executives and partner principals.
- Location and Travel: Remote, based in North America. Willingness to travel as needed to meet with partners and account teams within your region.
The typical starting OTE range for new hires in this role is listed below. This range represents the lowest to highest OTE we reasonably and in good faith believe we would pay for this role at the time of this posting.
An employee's position within the OTE range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs.
The typical starting salary range for this role is: $138,200-$218,600 USD The typical starting Target Variable range for this role is: $46,000-$72,800 USD The typical starting On-Target Earnings (OTE) range for this role is: $184,200-$291,400 USD