Senior Solutions Architect

About the role

You will serve as a technical authority and trusted advisor to our sales team, customers, partners and community within your assigned territory. You will uncover and understand customer business issues, then articulate how the Elastic Search AI Platform can address those needs in real time. You will craft and own value-based relationships at all organizational levels while actively participating in every phase of planning and execution from initial discovery to technical win. As a champion of the Elastic Stack, you will demonstrate the value of our offerings in sales meetings and at community events like meetups and conferences. You will advise the sales team on effective positioning of Elastic products, solutions, and services for maximum impact. You will onboard, educate, and enable partners, supporting them throughout their sales cycles. You will be the voice of the customer and community, communicating needs, gaps, and improvements to engineering and leadership teams. You will continuously deepen your sales and technical skills through self-driven education and by leveraging all professional development opportunities provided by Elastic.

Key facts

What you'll do

• Serve as the primary technical point of contact for accounts and account managers in your assigned territory.
• Develop a deep understanding of customer goals and objectives, clearly articulating how Elastic offerings address specific needs.
• Craft and own value-based relationships at all levels within customer organizations.
• Actively participate in all phases of planning and execution for your territory, guiding deals from initial discovery to technical win.
• Develop and maintain a comprehensive understanding of Elastic products and solutions to demonstrate their value in sales meetings and events.
• Advise the sales team on effective methods for positioning Elastic products, solutions, and services.
• Onboard, educate, and enable partners, supporting them throughout sales cycles and removing barriers to adoption.
• Create collateral, contribute to programs, and collaborate with other Elasticians to meet individual client requirements.
• Represent the voice of the customer and community by communicating needs, gaps, and improvements to engineering and leadership teams.
• Continuously deepen your own sales and technical capabilities through self-directed learning and utilization of Elastic-provided professional development.
• Influence technical decision-making by convincing internal teams of architectures, technologies, and patterns that drive success.
• Inspire and motivate groups of varying sizes to align with Elastic's vision and strategic objectives.
• Travel approximately 30% within your region, and occasionally travel internationally as required by customer and business needs.
• Balance multiple priorities in a fast-paced environment while maintaining a high standard of excellence and attention to detail.
• Support the development of market feedback loops that inform product enhancements and go-to-market strategies.

Requirements

• Hold a track record of success in a technical presales role, with enough experience selling and implementing technology to earn customer trust.
• Demonstrate a proven ability to articulate and sell the benefits of modern platforms, software, and technologies to diverse stakeholders.
• Show a real passion for continuous learning and curiosity, investing in yourself as much as you invest in professional relationships.
• Have a history of successful customer relations where you developed an understanding of what drives value and devised architectures to meet goals, solve problems, or outpace competitors.
• Exhibit strong influence skills, having more than once convinced teams you worked for of an idea, technology, or architectural pattern.
• Possess the ability to inspire groups, both large and small, through clear communication and compelling narratives.
• Willingness to travel 30% within your region, as well as occasionally internationally, to meet customers and partners.
• Comfort operating in a dynamic, ambiguous, and rapidly changing environment where priorities can shift quickly.
• Strong written and verbal communication skills to convey complex technical concepts to both technical and non-technical audiences.
• Ability to build and maintain trust-based relationships with customers, partners, and internal stakeholders.
• Demonstrated experience working with enterprise-level buying processes and technical decision committees.
• Self-motivation and disciplined time management to own complex sales engagements from start to finish.
• Openness to feedback and coaching, using insights to improve performance continuously.
• Commitment to representing Elastic with professionalism and integrity in all interactions.
• Basic understanding of search, observability, or security concepts is highly relevant to success in this role.

Practical notes

• Travel requirements include approximately 30% travel within region, and occasional international travel.
• No official apply page is referenced in this document, so none is provided.
• This description is intended to reflect SOURCE content accurately without adding or omitting defined details.