Senior 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, and distributors or MSPs.
• 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 or consulting in the following technological domain (Security, Observability, AI).
• 3+ years of pre-sales experience, ideally partner-facing: channel, alliances, SI/GSI or MSSP ecosystems.
• Practitioners in the following domain looking to move to a customer-facing role are encouraged to apply: (Security Analysts, SRE, DevSecOps, Developers, Search&AI practitioners)
• 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 (logging, tracing, infrastructure monitoring) — nice to have: 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%, as this role requires coverage across the India region.