Senior Manager, Solutions Architecture

1 week ago

Sydney, New South Wales, Australia Referral Board Full time

We are searching for a Partner Manager of Solutions Architecture to lead our Enterprise Partner pre-sales team across APJ businesses at Elastic.

This leader will assume responsibility for a growing team of highly specialized and experienced Solution Architects focused on the partner business. This leader is responsible for managing the technology evaluation stage of the sales process, working in conjunction with partners and the sales teams as the key technical advisor and evangelist of our products.

With a focus on the partner ecosystem this leader will drive recruiting, hiring and enablement of a diverse team who will strive to overachieve on our growth targets. Key to your success will be your ability to foster, leverage and enable the Elastic Partner Community, adopt a bottom-up and "Cloud-first" approach with our users, and continually be thinking in terms of solutions, rather than products.

What You Will Be Doing:

  • Lead, mentor and grow the Partner Solutions Architecture (Sales Engineering) team.
  • Lead the path to build technical competency with our partner ecosystem, this includes onboarding, assisting with joint sales-plays, providing guidance on deal solutions, PoC and RFP responses
  • Assist partners to create new opportunities via joint client calls, marketing and community events
  • Co-create reusable assets that demonstrate the best of Elastic Platform, and Search, Observability and Security domains for partners
  • Provide the growing team with onboarding support, training and self-directed education programs so that they can do the same with the partner community
  • Drive the value proposition for Elastic Solutions within our partners and customers.
  • Communicate and align key product insights across our business functions.
  • Help our Product and Engineering teams prioritize features that mean the most to our partners and users.
  • Formulate and drive the partner engagement strategy to overachieve regional goals.

What We Are Looking For:

  • 2+ years managing an Enterprise Solutions Architect (pre-sales/sales engineering) team is a requirement
  • Proven success leading and growing a team of Solution Architects (pre-sales/sales engineers).
  • Previous experience in running a Partner focused pre-sales team
  • Evidence of the ability to articulate and sell the benefits of modern platforms and technologies, preferably in the space of Search, Security, and Observability.
  • A strong grasp of distributed systems and architectures.
  • A real passion for being curious and a continuous learner. You are someone that invests in yourself as much as you invest in your professional relationships.
  • A history of successful partner/customer relations where you developed an understanding of what made a difference, and devised architectures that helped meet a goal, tackle a problem, or outpace competitors.
  • An ability to influence. Have you more than once convinced a team you worked for, of an idea, technology, or architectural pattern?
  • Ability to "own the room" while presenting and selling with audiences both large and small.
  • Servant Leader with a sincere interest in continuous growth in yourself and to the growth of those you serve.
  • Travel: 30-50% within the region

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