Elastic is a free and open search company that powers enterprise search, observability, and security solutions built on one technology stack that can be deployed anywhere. From finding documents to monitoring infrastructure to hunting for threats, Elastic makes data usable in real-time and at scale. Thousands of organizations worldwide, including Barclays, Cisco, eBay, Fairfax, ING, Goldman Sachs, Microsoft, The Mayo Clinic, NASA, The New York Times, Wikipedia, and Verizon, use Elastic to power mission-critical systems. Founded in 2012, Elastic is a distributed company with Elasticians around the globe. Learn more at elastic.co.

Are you ready to make waves in the cybersecurity world? We're on the hunt for a Senior/Principal Customer Architect who lives and breathes security tech, with a relentless drive for customer satisfaction and a knack for innovation that delivers real business value. If you're someone who thrives on pushing boundaries, shaping the security landscape, and leaving a lasting impact on customers, then we want to hear from you! Dive into this opportunity headfirst and let's revolutionize cybersecurity together. We value individuals that are passionate about staying at the forefront of technology trends with a growth mindset and are excited to learn and implement new technologies. While previous experience with Elastic Cybersecurity solutions is not a prerequisite, an eagerness to master our Cybersecurity platform and apply it effectively to solve our customers' challenges is critical. This key role involves driving the consumption of our Elastic Cybersecurity solutions by aligning them with customer business objectives and onboarding customers, securing adoption, and facilitating expansion. 

As a Principal Customer Architect, you will be the Trusted Technical Advisor, working in tandem with the customer and complementary groups like Field and Services Teams to ensure that Elastic Cybersecurity solutions exceed customer’s expectations. Your technical expertise, eye for business, and ability to deliver value will accelerate and improve the customer experience leading to continued satisfaction and expansion within the Elastic Cybersecurity portfolio. In your role, a crucial part of your responsibility is defining and communicating the technical success criteria for our customers. This involves crafting detailed Technical Success Plans tailored to the specific customers' goals and critical metrics. The Technical Success Plans act as a roadmap, outlining the optimal consumption and deployment of Elastic Cybersecurity solutions in the customer's environment. They detail the necessary steps for implementation, highlight achievements for successful consumption or expansion, and provide effectiveness aligned with the customer’s business goals. By actioning this plan, you will be seen as the trusted advisor, guiding the customer towards achieving their desired outcomes, thereby ensuring their success and satisfaction.

From providing technical guidance and sharing standard methodologies to aligning technical objectives with the customers' business goals, your work is instrumental in facilitating smooth adoption, sustained usage, and increased consumption of our solutions. This hands-on role requires you to be proactive, with a keen understanding of our customers' technical landscape and a commitment to making their journey with Elastic Cybersecurity solutions successful and valuable. Your chief aim will be to ensure the customer derives significant value, eliminate technical frictions, and propel the uptake and application of Elastic Cybersecurity solutions, aiming to grow annual recurring revenue (ARR).

Key Responsibilities

• Advise on security best practices and advocate for Elastic Cybersecurity Security products and services. Understand and articulate the value proposition of Elastic Cybersecurity solutions and align them with the customer's business goals.
• Collaborate closely with the account team, including the Account Executive and the Solutions Architect (Pre-sales engineer), to provide ongoing technical coverage and support, while the account team focuses on identifying new deals.
• Define the technical success plan for each customer, outlining the optimal use of Elastic Cybersecurity solutions to achieve their business objectives. Work closely with customers to identify and eliminate technical frictions, promoting a smoother adoption and implementation of Elastic Cybersecurity solutions.
• Ensure a successful technical customer journey, from onboarding to adoption, while continuously driving the consumption of Elastic Cybersecurity solutions.
• Liaise between customers and support , as necessary, to ensure an optimized support resolution experience smoothing the adoption curve for the customer.
• As a hands-on technical authority, collaborate with the Service Team to deliver personalized, frictionless solutions that meet the unique needs of each customer.
• Develop a comprehensive understanding of the customer's business needs and translate these into technical requirements for Elastic Cybersecurity solutions.
• Find opportunities for expansion, at which point the account team takes over to expand the subscription, aiming to grow annual recurring revenue (ARR).
• Foster ongoing customer relationships, ensuring that customers continue to increase their utilization of Elastic Cybersecurity solutions, further driving ARR.
• Continuously review and assess customer consumption of Elastic Cybersecurity solutions, proactively suggesting upgrades and enhancements that increase value and drive further consumption.

Qualifications

• Bachelor's degree in Cybersecurity, Computer Science, Engineering, Information Systems, or a related field highly preferred.
• 5 years' experience in roles such as a Solutions Consultant, Technical Consultant, Software Engineer, System Administrator, or DevOps Engineer. Additionally, you have 3 years' experience as a Security Engineer or Security Architect, with hands-on expertise in various security aspects.
• Solid experience deploying Elastic Security solutions or similar domains (Splunk, Arcsight, IBM QRadar).
• Strong understanding and experience with security standards such as ISO 27001, NIST, MITRE Att&ck, and PCI-DSS. Your experience extends to security protocols like SSL/TLS and IPSec, as well as integration and implementation of UEBA.
• Experience dealing with security applications: Security Information and Event (SIEM)/ Log Management, Governance Risk Compliance (GRC), Identity Access Management, IDS/IPS, Advanced Persistent Threat, Vulnerability Management.
• Excellent communication and presentation skills.
• Ability to travel of approximately 20%, understanding that it may be required to meet business needs and engage with clients effectively.
• Strong social skills, with the ability to establish relationships with customers and team members.
• Demonstrated problem-solving skills, with a track record of delivering innovative solutions.
• Ability to lead multiple projects simultaneously and meet deadlines.

 

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 70/30 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:$129,000—$204,000 USDThe typical starting Target Variable range for this role is:$55,200—$87,400 USDThe typical starting On-Target Earnings (OTE) range for this role is:$184,200—$291,400 USDAdditional Information - We Take Care of Our People

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• Competitive pay based on the work you do here and not your previous salary
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• Embracing parenthood with minimum of 16 weeks of parental leave

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