• Develop deep expertise across the full Elastic platform, including architecture, integrations, data flows, and scalability • Serve as the technical authority throughout the sales cycle, guiding solution feasibility and design • Translate business requirements into clear technical solution frameworks • Design secure, scalable, and commercially viable implementations • Identify and mitigate technical risks that could impact deal success • Lead technical discovery to uncover functional, integration, security, and operational requirements • Scope solutions accurately to align with customer outcomes, timelines, and budgets • Provide technical input to support pricing, packaging, and deployment strategies • Ensure solution clarity to reduce friction and accelerate buying decisions • Improve close rates through precise scoping and technical confidence • Adapt the Elastic solution to complex or non-standard environments • Design phased approaches, integrations, and workarounds to unblock deals • Support with demos, proofs of concept, and technical narratives • Turn customer constraints into executable technical strategies • Deliver compelling product demonstrations aligned to real-world use cases • Communicate complex technical concepts clearly to technical and executive audiences • Act as the trusted technical advisor during evaluations and procurement • Address architecture, security, and compliance concerns with authority • Partner with Product, Engineering, Implementation, and Customer Success teams • Feed structured market and customer insights into roadmap prioritization • Ensure clean handoff from sales to delivery for successful implementations