What is The RoleAre you looking to make a real impact and play a meaningful role in the growth of our company?
The Partner Solutions Architect (PSA) multiplies Elastic's technical reach through partners. An account SA wins one deal at a time. 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 for this role in the US Public Sector. It is a sales-aligned position that carries a partner-sourced pipeline target and candidates should plan for up to 30% travel.What you will be doingDrive 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.
- Stays current on competitive dynamics and market trends, equipping partners with sharp "Why Elastic" positioning over competing vendors
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, accreditations & certifications, that move partners up a defined technical maturity model.
- Leads hands-on technical lab workshops across Elastic products, building partner technical confidence and solution fluency
Co-innovate on repeatable solutions- Co-architect solution blueprints and reference architectures with partners, including hyperscalers.
- Build reusable demos, sales cards and battlecards partners can run without Elastic in the room; co-publish reference win stories and joint blog posts.
- Authors customer-facing content including white papers, blogs, and sales collateral, informed by market trends and deep relationships with partner technical leaders
- Supports technical deployments of Elastic in partner labs, demonstration environments, and testing grounds
What you bring- 2+ years e in technology solutions, practice development, architecture, consulting and/or cloud/infrastructure technologies.
- Bachelor's degree in Computer Science, Information Systems, Engineering, or a related field, or equivalent practical experience.
- 1+ years of pre-sales experience in the software sector, ideally partner-facing: channel, alliances, SI/GSI or MSSP ecosystems in the US Public Sector.
- 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, 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; you inspire partner teams to work on what is most relevant, not just what is urgent.
- 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 to execute a plan and deliver results
- Skilled at leading through influence, aligning partners and internal stakeholders around shared priorities and goals
- Technical experience in at least one Elastic solution area is highly desired (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 in support of partner activities; approximately 30% travel expected
- Must be located in the Washington DC Metro area
Bonus Points- 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 for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). On-Target Earnings (OTE) are based on a 70/30 pay mix (base salary / target variable).
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. We may ultimately pay more or less than the posted range, and the range may be modified in the future.
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.
Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in Elastic's stock program. Our total rewards package also includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being.
The typical starting salary range for this role is:
$74,700-$118,100 USD
The typical starting Target Variable range for this role is:
$32,000-$50,600 USD
The typical starting On-Target Earnings (OTE) range for this role is:
$106,700-$168,700 USD
