Senior Solution Architect

About the role

You will serve as the primary technical authority and trusted advisor for assigned accounts and account managers within your designated territory in Denmark. This role owns the deep discovery of customer business objectives and translates them into compelling narratives around how the Elastic Stack can deliver measurable outcomes. You will orchestrate and execute the full sales lifecycle in your region, from initial discovery through to technical validation and deal closure. A core responsibility is developing and nurturing value-based relationships across all levels of customer organizations. You will actively participate in shaping solution designs and go-to-market initiatives for your territory. The position requires continuous self-driven education to deepen both sales and technical capabilities while leveraging all available professional development resources. You will be the primary voice of the customer and community, articulating needs, gaps, and enhancements back to engineering and leadership teams. Success in this role is defined by excellence in enabling sales through partners and fostering community engagement.

Key facts

What you'll do

Partner closely with account managers and stakeholders to uncover complex business challenges and define technical solution strategies aligned with Elastic capabilities.

Develop and maintain comprehensive insights into customer environments, objectives, and strategic priorities to frame relevant use cases for Elastic offerings.

Establish and cultivate high-trust, value-based relationships at executive, technical, and operational levels within customer organizations.

Assume end-to-end ownership of the technical sales process in your territory, guiding opportunities from initial exploration to successful implementation and expansion.

Demonstrate Elastic products, solutions, and architectural patterns through compelling sales demonstrations, proof-of-concept exercises, and participation in events.

Position Elastic solutions against competitive alternatives by highlighting unique technical differentiators, scalability, and operational efficiency.

Enable and mentor partner organizations, providing technical guidance and sales support to ensure their success in engaging Elastic customers.

Author and contribute to a variety of sales collateral, including technical documents, presentations, and program materials in collaboration with internal teams.

Serve as the conduit for customer feedback, synthesizing needs, pain points, and feature requests to inform product strategy and leadership decisions.

Pursue ongoing personal development by mastering Elastic technologies, sales methodologies, and industry trends through self-directed learning and company resources.

Act as an active participant in regional Elastic community programs, meetups, conferences, and events to build brand presence and technical thought leadership.

Champion the adoption of Elastic best practices and architectural guidance to help customers achieve desired business outcomes effectively.

Collaborate cross-functionally with engineering, marketing, and product teams to refine messaging, address market gaps, and support campaign initiatives.

Drive the creation of tailored business cases and value propositions that resonate with specific customer industries and decision-making committees.

Leverage data and customer success stories to validate the business impact of Elastic solutions during negotiation and finalization phases.

Requirements

Bring a proven track record of success in technical presales or solution architecture roles within the enterprise software sector.

Possess extensive experience selling and implementing complex technology platforms that involve search, observability, security, and analytics.

Articulate a strong passion for continuous learning and self-investment in both technical depth and commercial acumen.

Demonstrate a history of building trusted customer relationships and designing architectures that solve critical business problems or create competitive advantages.

Consistently influence technical decisions and direction, having convinced peers and leadership of new technologies or architectural patterns.

Inspire and motivate groups of varying sizes, from individual contributors to executive stakeholders, through clear communication and vision.

Commit to a minimum willingness to travel 30% within the European region, with occasional international travel as required by customer or business needs.

Possess the right to work and reside in Denmark, with full fluency in English required for communication with customers and teams.

Align with Elastic's core values of integrity, customer empathy, and a relentless focus on learning and improvement.

Understand and comply with all relevant security, data privacy, and regulatory requirements applicable to customer engagements in Denmark.

Nice to have

Experience engaging with open source communities and contributing back to projects like Elasticsearch.

Background in DevOps, Site Reliability Engineering, or Platform Engineering roles.

Familiarity with cloud platforms and deployment models including Kubernetes and managed services.

Knowledge of security and compliance frameworks relevant to enterprise customers.

Practical notes

This role requires a willingness to travel 30% within region, as well as occasionally internationally.