Partner Solutions Architect

What is the role

The Partner Solutions Architect (PSA) is the technical force multiplier of Elastic's partner ecosystem. Where an account Solutions Architect wins one deal at a time, you 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.

The role rests on three pillars: drive growth with and through partners (partner-sourced pipeline); act as an architect of leverage (every partner engineer you certify adds technical selling capacity Elastic didn't have to hire); and co-innovate on repeatable solutions (joint blueprints, demos and partner-built offerings on our technology — including vertical and managed solutions Elastic doesn't build itself).

This is a pre-sales role that carries a partner-sourced pipeline target. 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.

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. Everything lands in a central repository for reuse across the ecosystem.

How success is measured

We measure this role on four transparent objectives, reviewed quarterly with evidence: approved partner-sourced deal registrations against territory targets (the headline metric); execution of the partner sales playbooks that grow average deal size; committed and reviewed Technical Engagement Plans; and published repeatable assets. Pipeline and capacity, not activity.

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%.

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