Principal Partner Value Engineer

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.

• Dual-Value Architecture: 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.
• Ecosystem Collaboration: 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.
• Business Case and ROI Development: 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.
• Framework and Tool Creation: 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.
• Executive Presentation: Deliver compelling, high-impact presentations to partner executives and joint customers, acting as a trusted advisor on business transformation and optimization.
• Cross-Functional Alignment: 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.
• Enablement and Workshops: Conduct training sessions and workshops for both internal Elastic teams and partner organizations to elevate their discovery capabilities and understanding of value-based selling.

• Experience: 4+ years of experience in Value Engineering, Management Consulting, Partner Enablement, or a related customer or partner-facing strategic role.
• Partner DNA: Proven experience working directly within or alongside partner ecosystems (GSIs, RSIs, MSPs, or Cloud Providers) with a strong network of existing partner relationships.
• Value Selling Expertise: 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.
• Strategic and Analytical Skills: Strong analytical, financial acumen, and problem-solving skills. Ability to navigate ambiguity, project manage multiple workstreams, and act decisively under minimal supervision.
• Communication Mastery: Exceptional communication and storytelling skills, with a track record of influencing C-level executives and partner principals.
• Location and Travel: Remote, based in North America. Willingness to travel as needed to meet with partners and account teams within your region.

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 a 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 and can view the following posters linked below:

Family and Medical Leave Act (FMLA) Poster

Employee Polygraph Protection Act (EPPA) Poster

Elasticsearch develops and distributes technology and information that is subject to U.S. and other countries' export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's Republic (LNR), Kherson or Zaporizhzhia). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and/or nationality do not affect eligibility for employment with Elastic.

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Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). On-Target Earnings (OTE) are based on a 75/25 pay mix (base salary / target variable).

The typical starting OTE range for new hires in this role is listed below. This range represents the lowest to highest OTE we reasonably and in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the range may be modified in the future.

An employee's position within the OTE range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs.

Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in Elastic's stock program. Our total rewards package also includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being.

The typical starting salary range for this role is:

$138,200-$218,600 USD

The typical starting Target Variable range for this role is:

$46,000-$72,800 USD

The typical starting On-Target Earnings (OTE) range for this role is:

$184,200-$291,400 USD