Principal Product Manager (Strategic Account Interactions) - Security Solutions

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.

What is The Role

We're looking for a Principal Product Manager to be the primary product voice for Elastic Security's most strategic enterprise customers. Solid products are built on a clear knowledge of real customer needs. In large enterprise accounts, those needs arrive as a constant stream of enhancement requests, feature asks, and hard problems. They often arrive faster than any one team can act on them. Someone has to bring order to that stream, tell apart what a customer wants from what a customer needs, and turn it into a coherent product direction across different product areas.

In this high-impact role, you will own the relationship between Elastic Security's product organization and our most strategic enterprise accounts. You will manage enhancement requests across many enterprise customers at once. You will prioritize them with judgment and data, and make sure they keep transitioning through the system instead of sitting idle. You will be the person a CISO trusts in the room, the person an engineering lead respects for the quality of your requirements, and the person who can tell a major customer that something will not be built without losing the relationship. You will work at the intersection of Product, Sales, Customer Success, and Engineering, building the structure that lets Elastic scale close customer relationships without simply adding headcount.

What You Will Be Doing

Own the enhancement request pipeline across multiple strategic enterprise accounts at once. Build and maintain a structured system to track, prioritize, and respond to customer-sourced requirements, and keep requests moving rather than leaving them in “under consideration.”

Translate customer requirements into shipped products. Work at the level of customer pain, not just the feature that was asked for, and synthesize input from many accounts into a single, coherent product direction.

Turn input from strategic accounts into successful products. Look for patterns across accounts. Shape some of these patterns into formal partnerships for design. Make sure the resulting capabilities benefit the wider market, not just the single customer that made the request.

Feed validated customer patterns back into the core product roadmaps, influencing direction well beyond the accounts you cover.

Serve as the primary product voice in meetings with senior customer stakeholders, including the CISO, CTO, and VP of Security Operations. Deliver roadmap updates, including deprioritizations and misses, in a way that keeps the relationship deep.

Prioritize customer-sourced requirements using structured frameworks such as RICE, weighted scoring, and opportunity sizing. Use data where it is available and clear judgment where it is thin, and be transparent about which is which.

Partner with product and engineering leads to write requirements they can act on without follow-up clarification meetings. Understand system architecture well enough to assess feasibility and scope on your own.

Operate across Product, Sales, Customer Success, and Legal. Support deal cycles as a product resource through RFP responses, security questionnaires, and roadmap presentations to prospects.

Navigate tension between a customer's contractual expectations and the internal roadmap, and tackle it directly rather than through routine escalation.

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