Partner Solutions Architect - Public Sectorat Elastic

What is The Role

What you will be doing

• 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

• 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-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

• 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

• Meaningful, demonstratable, experience with AI/ML technologies, including exposure to LLMs, embeddings, vector search, or agentic AI frameworks