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
7+ years in pre-sales, architecture, technology solutions, practice development, or consulting in the following technological domain (Security, Observability, AI). Security (SIEM) background is strongly preferred
3+ years of pre-sales experience in partner-facing ecosystems (channel, alliances, SI/GSI or MSP/MSSP)
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.
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. 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) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster)
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