Principal Partner Value Engineer
About The Position
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. Elastic is seeking a Principal Partner Value Engineer to drive the economic blueprint of our strategic ecosystem. In this role, you will sit at the critical intersection of Elastic, our strategic Partners, and the ultimate End Customer. Your mission is two-fold: articulate and maximize Elastic’s value proposition to our partners, and co-create the partners' unified value proposition to the market. We are looking for a high-impact professional with a deep background in partner ecosystems, a proven track record of value-based selling, and established partner relationships. This is a fully remote role open to candidates based in AMER. If you excel in dynamic environments, love building scalable frameworks, and are ready to be a change agent within a high-performing global team, we want to hear from you.
Requirements
- 4+ years of experience in Value Engineering, Management Consulting, Partner Enablement, or a related customer or partner-facing strategic role.
- Proven experience working directly within or alongside partner ecosystems (GSIs, RSIs, MSPs, or Cloud Providers) with a strong network of existing partner relationships.
- Expert-level knowledge of value-based selling methodologies (such as MEDDPICC, Challenger, or similar frameworks) and a demonstrated ability to build complex financial models and business cases.
- Strong analytical, financial acumen, and problem-solving skills. Ability to navigate ambiguity, project manage multiple workstreams, and act decisively under minimal supervision.
- Exceptional communication and storytelling skills, with a track record of influencing C-level executives and partner principals.
- Remote, based in North America. Willingness to travel as needed to meet with partners and account teams within your region.
Responsibilities
- Co-develop and articulate the joint "Elastic + Partner" value proposition. Help partners understand the ROI of building on or with Elastic, while simultaneously helping partners position that combined value to their end customers.
- Partner closely with Global Alliances, Channel Sales leaders, and partner account teams to identify, prioritize, and execute value delivery strategies for key regional and global partners.
- Lead joint business value reviews and create boardroom-quality business cases that quantify the economic benefits, total cost of ownership (TCO), and realized business impacts of Elastic-powered partner solutions.
- Help scale the Partner Value Engineering practice by creating repeatable frameworks, tools, and value calculators tailored specifically to different partner personas such as GSIs, MSSPs, and Cloud Hyperscalers.
- Deliver compelling, high-impact presentations to partner executives and joint customers, acting as a trusted advisor on business transformation and optimization.
- Work collaboratively with Product, Marketing, and Engineering teams to ensure partner feedback and unique ecosystem use cases are integrated into Elastic’s broader value strategy.
- Conduct training sessions and workshops for both internal Elastic teams and partner organizations to elevate their discovery capabilities and understanding of value-based selling.
Benefits
- 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
- Company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings
- Stock program eligibility
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What This Job Offers
Job Type
Full-time
Career Level
Principal
Education Level
No Education Listed
