Senior Solutions Architect

About the role

You will serve as a technical authority and trusted advisor to our sales team, customers, partners, and community in support of Elastic's mission to enable everyone to find the answers they need in real time using all their data. You will own the technical narrative for SLED customers, shaping how the Elastic Search AI Platform is positioned, demonstrated, and adopted across complex buying environments. In this role you will act as the primary technical contact for accounts, articulating how structured and unstructured data strategies can accelerate outcomes while protecting private information at scale. You will build value-based relationships, influence architectural decisions, and continuously challenge the status quo to improve both your own expertise and the team's impact. Success will be measured by your ability to turn customer business issues into compelling Elastic value stories and drive measurable progress in adoption and expansion.

Key facts

What you'll do

Partner with account managers in your assigned territory to define and execute technical strategies that advance Elastic adoption within public sector and large enterprise customers.

Build deep, goal-oriented relationships with stakeholders at all levels, translating complex search, security, and observability requirements into clear Elastic value propositions.

Own the end-to-end technical narrative for deals, from initial discovery through proof of concept to final contract win, ensuring architecture aligns with customer outcomes.

Demonstrate Elastic products and solutions in sales meetings, events, meetups, and conferences, showcasing real-world use cases across structured and unstructured data environments.

Advise internal teams on positioning, messaging, and competitive differentiation to ensure Elastic offerings resonate with mission-critical use cases in regulated industries.

Onboard, educate, and enable partners and ecosystem collaborators, supporting their technical readiness and confidence in selling Elastic solutions.

Contribute to sales collateral, program content, and customer-facing materials, collaborating closely with engineering, marketing, and product teams to close capability gaps.

Serve as the voice of the customer and community, synthesizing feedback, needs, and emerging gaps to inform product and platform evolution.

Continuously expand your own sales and technical expertise through training, certifications, and hands-on learning, leveraging all professional development resources provided by Elastic.

Champion best practices for security, privacy, and data protection, ensuring Elastic solutions help organizations secure and protect private information more effectively.

Drive adoption of the Elastic Search AI Platform by illustrating how integrated search, security, and observability accelerates results across the enterprise.

Act as a community leader within the regional Elastic ecosystem, fostering engagement through events, programs, and knowledge-sharing initiatives.

Translate customer business objectives into technical roadmaps, aligning Elastic capabilities with long-term digital transformation strategies.

Maintain a high level of credibility and trust, becoming the go-to expert for Elastic technologies within your territory and across key stakeholder groups.

Requirements

Demonstrated success in technical presales, sales engineering, or similar roles, with enough experience selling and implementing technology to earn customer trust and credibility.

Proven ability to articulate and sell the benefits of modern data platforms, software, and technologies to enterprise and public sector audiences.

A strong passion for continuous learning and self-investment, balancing professional development with deepening customer relationships over time.

History of building successful customer relationships by understanding needs and architecting solutions that solve problems, overcome obstacles, or create competitive advantage.

Demonstrated influence skills, including the ability to convince teams you support of an idea, technology, or architectural pattern through logic and evidence.

Capacity to inspire and lead groups of varying sizes, guiding discussions and decisions with clarity and confidence in complex environments.

Willingness to travel up to 40% within the region, with occasional international travel as needed to support key accounts and industry events.

Experience engaging with public sector and large enterprise stakeholders, understanding compliance, procurement, and technical evaluation processes.

Comfort working within distributed, matrixed organizations where collaboration across time zones and cultures is essential.

Practical notes

The role requires US Citizenship due to the nature of engagement with public sector and regulated environments. You should be prepared to manage a travel schedule of up to 40% within the region, with occasional international trips aligned with customer and community programs. There may be additional expectations around participation in Elastic events, community contributions, and collaboration with internal teams to ensure consistent delivery of technical value. Success in this position depends on your ability to combine deep technical expertise with strong consultative selling skills, while continuously developing both your product knowledge and professional presence.