Partner Solutions Architect - Public Sector

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职位描述

<div class="content-intro"><p>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.</p></div><h3 class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="637gr-0-0"><strong><span data-offset-key="637gr-0-0"><span data-text="true">What is The Role</span></span></strong></h3>
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<div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="cr7t8-0-0"><span data-offset-key="cr7t8-0-0"><span data-text="true">Are you looking to make a real impact and play a meaningful role in the growth of our company?</span></span></div>
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<div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="f5pvh-0-0"><span data-offset-key="f5pvh-0-0"><span data-text="true">The Partner Solutions Architect (PSA) multiplies Elastic's technical reach through partners. An account SA wins one deal at a time. You build technical capability across a focused group of partners (SIs, resellers, MSSPs, cloud providers) so they can source pipeline, win deals, and deliver Elastic on their own.</span></span></div>
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<div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="e9142-0-0"><span data-offset-key="e9142-0-0"><span data-text="true">The role has three pillars: drive partner-sourced pipeline; multiply technical capacity and co-build repeatable solutions.</span></span></div>
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<div class="p" data-block="true" data-editor="3gb59" data-offset-key="5s8c3-0-0">
<div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="5s8c3-0-0"><span data-offset-key="5s8c3-0-0"><span data-text="true">You will work a defined portfolio of managed partners, each with an agreed technical </span></span><span id="popover-trigger-:r1g:" class="chakra-text css-1j6t0d7"><span data-offset-key="5s8c3-1-0"><span data-text="true">engagement</span></span></span><span data-offset-key="5s8c3-2-0"><span data-text="true"> plan, and be measured on outputs, partner sourced deals, committed </span></span><span id="popover-trigger-:r1i:" class="chakra-text css-1j6t0d7"><span data-offset-key="5s8c3-3-0"><span data-text="true">engagement</span></span></span><span data-offset-key="5s8c3-4-0"><span data-text="true"> plans and published assets, not on activity volume but impact.</span></span></div>
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<div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="dgrfs-0-0"><em><strong><span data-offset-key="dgrfs-0-0"><span data-text="true">Prior presales experience in the software sector is required for this role in the US Public Sector. It is a sales-aligned position that carries a partner-sourced pipeline target and candidates should plan for up to 30% travel.</span></span></strong></em></div>
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<h3 class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="5of2t-0-0"><strong><span data-offset-key="5of2t-0-0"><span data-text="true">What you will be doing</span></span></strong></h3>
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<div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="16ufv-0-0"><strong><span data-offset-key="16ufv-0-0"><span data-text="true">Drive growth with and through partners</span></span></strong></div>
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<div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="6j8fl-0-0"><span data-offset-key="6j8fl-0-0"><span data-text="true">Generate approved partner deal registrations, jointly owned with Partner Managers for your territory.</span></span></div>
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<div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="888m7-0-0"><span data-offset-key="888m7-0-0"><span data-text="true">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.</span></span></div>
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<li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="3gb59" data-offset-key="8attt-0-0">
<div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="8attt-0-0"><span data-offset-key="8attt-0-0"><span data-text="true">Accelerate partner-led opportunities, hands-on labs and proofs of concept, in collaboration with account AEs and SAs.</span></span></div>
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<li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="3gb59" data-offset-key="4gi26-0-0">
<div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="4gi26-0-0"><span data-offset-key="4gi26-0-0"><span data-text="true">Stays current on competitive dynamics and market trends, equipping partners with sharp "Why Elastic" positioning over competing vendors</span></span></div>
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<div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="754o8-0-0"><strong><span data-offset-key="754o8-0-0"><span data-text="true">Architect of leverage</span></span></strong></div>
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<li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-reset public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="3gb59" data-offset-key="1nvuv-0-0">
<div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="1nvuv-0-0"><span data-offset-key="1nvuv-0-0"><span data-text="true">Own the technical relationships and named champions at each partner in your portfolio; build trusted advisor status with senior technical stakeholders.</span></span></div>
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<div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="16i5r-0-0"><span data-offset-key="16i5r-0-0"><span data-text="true">Create, </span></span><span id="popover-trigger-:r1k:" class="chakra-text css-8zk7oi"><span data-offset-key="16i5r-1-0"><span data-text="true">commit</span></span></span><span data-offset-key="16i5r-2-0"><span data-text="true"> and maintain a Technical </span></span><span id="popover-trigger-:r1m:" class="chakra-text css-1j6t0d7"><span data-offset-key="16i5r-3-0"><span data-text="true">Engagement</span></span></span><span data-offset-key="16i5r-4-0"><span data-text="true"> 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.</span></span></div>
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<div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="f102f-0-0"><span data-offset-key="f102f-0-0"><span data-text="true">Deliver enablement and certification roadmaps, accreditations & certifications, that </span></span><span id="popover-trigger-:r1o:" class="chakra-text css-1j6t0d7"><span data-offset-key="f102f-1-0"><span data-text="true">move</span></span></span><span data-offset-key="f102f-2-0"><span data-text="true"> partners up a defined technical maturity model.</span></span></div>
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<li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="3gb59" data-offset-key="7crr0-0-0">
<div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="7crr0-0-0"><span data-offset-key="7crr0-0-0"><span data-text="true">Leads hands-on technical lab workshops across Elastic products, building partner technical confidence and solution fluency</span></span></div>
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<div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="f9l4v-0-0"><strong><span data-offset-key="f9l4v-0-0"><span data-text="true">Co-innovate on repeatable solutions</span></span></strong></div>
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<li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-reset public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="3gb59" data-offset-key="4equ9-0-0">
<div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="4equ9-0-0"><span id="popover-trigger-:r1q:" class="chakra-text css-bcri66"><span data-offset-key="4equ9-0-0"><span data-text="true">Co-architect solution blueprints and reference architectures with partners, including hyperscalers.</span></span></span></div>
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<li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="3gb59" data-offset-key="f7n8v-0-0">
<div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="f7n8v-0-0"><span data-offset-key="f7n8v-0-0"><span data-text="true">Build reusable demos, sales cards and battlecards partners can run without Elastic in the room; co-publish reference win stories and joint blog posts.</span></span></div>
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<li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="3gb59" data-offset-key="cdo34-0-0">
<div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="cdo34-0-0"><span data-offset-key="cdo34-0-0"><span data-text="true">Authors customer-facing content including white papers, blogs, and sales collateral, informed by market trends and deep relationships with partner technical leaders</span></span></div>
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<div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="afsit-0-0"><span data-offset-key="afsit-0-0"><span data-text="true">Supports technical deployments of Elastic in partner labs, demonstration environments, and testing grounds</span></span></div>
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<h3 class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="dv5si-0-0"><strong><span data-offset-key="dv5si-0-0"><span data-text="true">What you bring</span></span></strong></h3>
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<div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="6pk8j-0-0"><span id="popover-trigger-:r1s:" class="chakra-text css-bcri66"><span data-offset-key="6pk8j-0-0"><span data-text="true">2+ years e in technology solutions, practice development, architecture, consulting and/or cloud/infrastructure technologies.</span></span></span></div>
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<div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="5qguf-0-0"><span data-offset-key="5qguf-0-0"><span data-text="true">Bachelor's degree in Computer Science, Information Systems, Engineering, or a related field, or equivalent </span></span><span id="popover-trigger-:r1u:" class="chakra-text css-1j6t0d7"><span data-offset-key="5qguf-1-0"><span data-text="true">practical</span></span></span><span data-offset-key="5qguf-2-0"><span data-text="true"> experience.</span></span></div>
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<li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="3gb59" data-offset-key="1rtjb-0-0">
<div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="1rtjb-0-0"><span data-offset-key="1rtjb-0-0"><span data-text="true">1+ years of pre-sales experience in the software sector, ideally partner-facing: channel, alliances, SI/GSI or MSSP ecosystems in the US Public Sector.</span></span></div>
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<li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="3gb59" data-offset-key="a6437-0-0">
<div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="a6437-0-0"><span data-offset-key="a6437-0-0"><span data-text="true">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.</span></span></div>
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<li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="3gb59" data-offset-key="2fakt-0-0">
<div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="2fakt-0-0"><span data-offset-key="2fakt-0-0"><span data-text="true">Working knowledge of security operations (SIEM, endpoint, cloud security) and/or observability, plus an </span></span><span id="popover-trigger-:r20:" class="chakra-text css-8zk7oi"><span data-offset-key="2fakt-1-0"><span data-text="true">understanding</span></span></span><span data-offset-key="2fakt-2-0"><span data-text="true"> of AI and semantic search technologies.</span></span></div>
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<div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="70v1b-0-0"><span data-offset-key="70v1b-0-0"><span data-text="true">Professional experience architecting or operating solutions on AWS, Google Cloud or Microsoft Azure.</span></span></div>
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<li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="3gb59" data-offset-key="6aq04-0-0">
<div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="6aq04-0-0"><span data-offset-key="6aq04-0-0"><span data-text="true">Commercial fluency: you can read a deal, discuss services scope and margin with a partner, and translate technical capability into the business case their customer buys.</span></span></div>
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<li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="3gb59" data-offset-key="evd7d-0-0">
<div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="evd7d-0-0"><span id="popover-trigger-:r22:" class="chakra-text css-1j6t0d7"><span data-offset-key="evd7d-0-0"><span data-text="true">Excellent</span></span></span><span data-offset-key="evd7d-1-0"><span data-text="true"> communication and presentation skills for technical and non-technical audiences</span></span></div>
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<li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="3gb59" data-offset-key="62u2r-0-0">
<div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="62u2r-0-0"><span data-offset-key="62u2r-0-0"><span data-text="true">Comfort with ambiguity and a </span></span><span id="popover-trigger-:r24:" class="chakra-text css-1j6t0d7"><span data-offset-key="62u2r-1-0"><span data-text="true">self-starter</span></span></span><span data-offset-key="62u2r-2-0"><span data-text="true">'s bias to action; you inspire partner teams to work on what is most relevant, not just what is urgent.</span></span></div>
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<li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="3gb59" data-offset-key="sa2e-0-0">
<div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="sa2e-0-0"><span data-offset-key="sa2e-0-0"><span data-text="true">Demonstrated ability to stay focused and deliver results amid ambiguity, distractions, and competing priorities.</span></span></div>
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<div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="dbfd6-0-0"><span data-offset-key="dbfd6-0-0"><span data-text="true">Comfortable operating both collaboratively across partner and cross-functional teams and </span></span><span id="popover-trigger-:r26:" class="chakra-text css-1j6t0d7"><span data-offset-key="dbfd6-1-0"><span data-text="true">independently</span></span></span><span data-offset-key="dbfd6-2-0"><span data-text="true"> to execute a plan and deliver results</span></span></div>
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🈯 翻译这份 JD · 红灯 0 / 黄灯 1 / 绿灯 1点开 ▾

可以投——没有红灯，黄灯问题放进面试清单问清即可。

self-starter → 没人带要问的问题：「独立负责」意味着向谁汇报？多久一次？

plus → 加分项，不是门槛

词典只标"常见信号"，不对公司下结论——红灯 = 面试里该当面确认的问题。想自己翻别的 JD：JD 翻译器 →

🏢

公司 · Company

Elastic

Robotics / Embodied AI

Washington, DC, United States来源：ATS 官方

⚑ 岗位信息收录自公开招聘页（ATS 官方），以雇主官网为准