Partner Solutions Architect

The Partner Solutions Architect (PSA) multiplies Elastic's technical reach through partners. You build technical capability across a focused group of partners (SIs, resellers, MSSPs, cloud providers) 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, not on activity volume but impact. Prior presales experience in the software sector is required. It is a sales-aligned position that carries a partner-sourced pipeline target and candidates should plan for up to 40% travel.

• Drive growth with and through partners: generate approved partner deal registrations, jointly owned with Partner Managers; run partner-tailored sales playbooks on registered deals; accelerate partner-led opportunities with hands-on labs and proofs of concept; equip partners with sharp 'Why Elastic' positioning.
• Architect of leverage: own technical relationships and named champions at each partner; create, commit and maintain a Technical Engagement Plan per focus partner; deliver enablement and certification roadmaps; lead hands-on technical lab workshops across Elastic products.
• Co-innovate on repeatable solutions: co-architect solution blueprints and reference architectures with partners, including hyperscalers; build reusable demos, sales cards and battlecards; co-publish reference win stories and joint blog posts; author customer-facing content including white papers, blogs, and sales collateral; support technical deployments of Elastic in partner labs.

• 8+ years in technology solutions, practice development, architecture, consulting and/or cloud/infrastructure technologies.
• 3+ 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.
• Working knowledge of security operations (SIEM, endpoint, cloud security) 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.
• Commercial fluency: you can read a deal, discuss 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.
• Comfort with ambiguity and a self-starter's bias to action.
• Demonstrated ability to stay focused and deliver results amid ambiguity, distractions, and competing priorities.
• Comfortable operating both collaboratively across partner and cross-functional teams and independently.
• Skilled at leading through influence, aligning partners and internal stakeholders around shared priorities and goals.
• Technical experience and depth in at least one Elastic solution area required (AI agents & Search, security operations, or observability); cross-domain fluency across all three is a differentiator.
• Must be able to travel to partner offices, events, and conferences; approximately 40% travel expected.

• Meaningful, demonstratable, experience with AI/ML technologies, including exposure to LLMs, embeddings, vector search, or agentic AI frameworks.
• Proficiency in at least one scripting or programming language (Python, Bash, or similar) for automation, integration, or demonstration purposes.
• Prior experience in a technical training, instruction, or curriculum development capacity is a plus.

Compensation is in the form of base salary plus a variable component, comprising On-Target Earnings (OTE) based on a 70/30 pay mix (base salary / target variable). Typical starting OTE range: $153,500—$242,900 USD. Base salary range: $107,500—$170,100 USD. Target variable range: $46,000—$72,800 USD. Eligible for Elastic's stock program.

• Company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings.
• 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.
• 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.
• Minimum of 16 weeks of parental leave.

Elastic is an equal opportunity employer. We welcome individuals with disabilities. To request an accommodation, email candidate_accessibility@elastic.co. Applicants have rights under Federal Employment Laws. Elasticsearch develops and distributes technology subject to U.S. and other countries' export controls.