Senior Partner Solutions Architect

WinsAbove; Bengaluru; On-site; INR 2,400,000 - 3,600,000; Full time

Job summary

Elastic, the Search AI Company, seeks a Partner Solutions Architect in India to drive partner-sourced growth, architect leverage across a focused partner portfolio, and co-innovate on repeatable solutions. This pre-sales role focuses on partner engagement, enablement, and joint solution delivery.

You will manage a defined portfolio, certify partner capabilities, and publish reusable assets to expand Elastic’s reach in security, observability, and AI domains.

Qualifications

• 8+ years in technology solutions, practice development, architecture or consulting in security/observability/AI.
• 3+ years of pre-sales experience, ideally partner-facing: channel/alliances/SI/GSI/MSSP.
• Open to practitioners moving to customer-facing roles: Security, SRE, DevSecOps, Developers, Search&AI.
• One-to-many mindset: teach many engineers to run demos rather than repeating ones.
• Working knowledge of security operations (SIEM, endpoints, cloud security) and observability (logging, tracing, monitoring).
• Experience architecting/operating solutions on AWS, GCP or Azure.
• Commercial fluency: read deals, scope services, discuss margins, translate tech into business value.
• Excellent communication and presentation skills for technical and non-technical audiences.
• Comfort with ambiguity and proactive, self-starting attitude.
• Ability to travel up to 30% across India region.

Responsibilities

• Drive growth with and through partners; source and register partner deals and co-sell.
• Run partner-tailored sales playbooks on registered deals and help partners attach services.
• Accelerate partner-led opportunities with labs and PoCs alongside AEs and SAs.
• Own technical relationships and build trusted advisor status with partner stakeholders.
• Create and maintain Technical Engagement Plans; quarterly read-outs with partners and stakeholders.
• Deliver enablement roadmaps: workshops, labs, accreditations to mature partners technically.
• Co-architect solution blueprints and reference architectures with partners and MSPs.
• Support partner-built solutions on Elastic with vertical, sovereign, and managed offerings.
• Publish reusable demos, sales cards and battlecards; share win stories and blogs.

Skills

Technology solutions

Pre-sales experience

AI & semantic search

Cloud platforms

Business storytelling

Communication skills

Travel readiness

Job description

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

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.

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.

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