合作伙伴解决方案架构师 - 公共部门

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI.

#### **What is The Role**

Are 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 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.

- 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

### **Additional Information - We Take Care of Our People**

As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do.

We strive to have parity of benefits across regions and while regulations differ from place to place, we believe taking care of our people is the right thing to do.

- Competitive pay based on the work you do here and not your previous salary
- 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
- Increase your impact - We 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
- Embracing parenthood with minimum of 16 weeks of parental leave

Different people approach problems differently. We need that. Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation.

We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email [candidate_accessibility@elastic.co](mailto:candidate_accessibility@elastic.co). We will reply to your request within 24 business hours of submission.

Applicants have rights under Federal Employment Laws, view posters linked below: [Family and Medical Leave Act (FMLA)](https://www.dol.gov/sites/dolgov/files/WHD/legacy/files/fmlaen.pdf) Poster;[Pay Transparency Nondiscrimination Provision](https://www.dol.gov/sites/dolgov/files/ofccp/pdf/pay-transp_%20English_formattedESQA508c.pdf) Poster; [Employee Polygraph Protection Act (EPPA)](https://www.dol.gov/sites/dolgov/files/WHD/legacy/files/eppabw.pdf) Poster and [Know Your Rights](https://www.dol.gov/sites/dolgov/files/OFCCP/regs/compliance/posters/pdf/22-088_EEOC_KnowYourRights.pdf) (Poster)

Elasticsearch develops and distributes technology and information that is subject to U.S. and other countries’ export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's Republic (LNR), Kherson or Zaporizhzhia). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and/or nationality do not affect eligibility for employment with Elastic.

Please see [here](https://www.elastic.co/legal/applicant-privacy-statement) for our Privacy Statement.