Elastic is seeking a highly skilled Sales Engineer with deep technical acumen and strong commercial awareness to support the sales organization in scoping prospective opportunities, accelerating deal closure, and ensuring successful integration for every client. This role will own mastery of the Elastic solution architecture, translate complex technical capabilities into clear business value, and creatively design scalable solutions that drive velocity and improve win rates. The ideal candidate combines systems-level thinking, creative project scoping, and strong customer-facing communication to scope technically sound solutions that align with customer objectives while enabling revenue growth across all segments. Travel requirement: approximately 30–40%. Key Responsibilities Technical Mastery & Solution Architecture 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. Deal Scoping & Revenue Enablement 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. Creative Solutioning & Problem Solving 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. Customer-Facing Technical Leadership 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. Cross-Functional Collaboration 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. Required Experience & Qualifications 5–10 years of Sales Engineering, Solutions Consulting, or Technical Pre-Sales experience in SaaS or enterprise software. Strong understanding of cloud platforms, APIs, integrations, and enterprise architectures. Experience supporting complex sales cycles across multiple customer segments. Proven ability to scope and design technically sound solutions. Executive-level communication and presentation skills. Comfortable operating in fast-moving, high-growth environments. Preferred Background Experience with digital commerce platforms, ERP, CRM, or enterprise SaaS ecosystems. Familiarity with systems such as NetSuite, SAP, Adobe, Oracle, Shopify, or similar platforms. Experience influencing high-ACV deals and technical buying decisions. Core Competencies Technical Excellence & Architecture Thinking Deep platform knowledge. Integration and scalability design. Risk identification and mitigation. Revenue Enablement & Deal Acceleration Accurate scoping. Technical validation. Creative Problem Solving Flexible solution design. Innovation within constraints. Deal unblocking. Customer-Facing Technical Leadership Trusted advisor presence. Clear, value-driven technical communication. Operational Discipline Structured discovery. Seamless sales-to-delivery transition. About Emerald At Emerald, we strive to foster a diverse and inclusive community. We actively recruit and champion candidates who bring new perspectives from varied professional backgrounds and experiences, and we are intentional about ensuring a positive hiring experience for everyone. Our job postings don’t contain experience inflation, and most don’t require college degrees. Instead, they’re crafted to focus on outcomes and transferable experiences that are assessed in a structured interview process carried out by trained hiring teams.
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