Principal Product Manager (Strategic Account Interactions) - Security Solutions
ElasticUnited States · Posted 2 days agoDescription
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.
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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.”
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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.
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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.
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Feed validated customer patterns back into the core product roadmaps, influencing direction well beyond the accounts you cover.
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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.
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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.
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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.
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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.
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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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Create artifacts such as roadmap trackers, enhancement request dashboards, and decision memos that give customers and internal stakeholders visibility without requiring a meeting.
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Advocate for customer needs inside the company while resisting the pull of the loudest or largest customer setting the roadmap at the expense of the broader market.
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Extensive Experience: 7–10 years of product management experience, with at least 4 years in B2B enterprise software. A consistent record of owning a product area with meaningful revenue impact and of leading products from customer input through shipped, iterated outcomes. Direct experience working with named strategic accounts, not only through customer success proxies. Experience with hyperscalers, MSSPs and/or PubSec is a solid plus.
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Security Domain Knowledge: Hands-on knowledge with SIEM, SOAR, XDR or broader security operations platforms, either as a product manager or as a practitioner such as a SOC analyst, detection engineer, or security architect. You can credibly discuss detection engineering, log ingestion pipelines, correlation rules, threat hunting workflows, and compliance use cases without a solutions engineer in the room. You understand the difference between what a CISO wants to hear and what a SOC analyst actually needs. A background as a security practitioner, such as SOC, incident response, or detection engineering, before moving into product is a solid plus, and brings credibility that is hard to teach.
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Enhancement Request Management at Scale: You have personally run a structured enhancement request pipeline across several enterprise accounts at the same time. You can step into a relationship with dozens of open requests and no prior documentation and build a working tracking system within weeks.
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Executive Presence: You are comfortable as the primary product voice with C-suite and VP-level customer stakeholders. You can deliver difficult news without losing the relationship, and you can hold both the executive view and the analyst view in the same meeting.
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Technical Credibility: You earn respect from engineering through the quality of your requirements rather than through authority. You write specs engineers can act on, and you know enough about architecture to judge feasibility and scope.
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Cross-functional Leadership and Influence: You have operated at the intersection of Product, Sales, Customer Success, Engineering, and Legal, and you know which function owns what and how to advance work across all of them. You lead across a matrixed organization, align multiple stakeholders toward a common vision, and drive execution in a dynamic, remote-first environment, with the autonomy and judgment expected of a principal-level product leader.
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Structured Thinking and Bias for Closure: You bring order to unstructured problems, using data to prioritize and clear judgment when data is thin, and staying transparent about which is which. You move work through the system and follow up proactively rather than waiting to be asked, defaulting to visibility through artifacts instead of meetings. You advocate for customer needs while synthesizing them into product direction rather than relaying demands.
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Comfortable with AI-Augmented Work: You use AI tooling for synthesis, documentation, and preparation as a regular part of your workflow, which lets you manage a higher volume of customer context than a pre-AI workflow would allow. You have a proven track record of using AI to accelerate development, debug complex systems, and optimize code, while still owning the final outcomes. You possess the ability to collaborate across functions and teams and seamlessly transition between different projects, codebases, or teams based on business priorities. You can work autonomously, drive decisions and result in a distributed team by leveraging asynchronous, direct, and transparent communication.
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Communication Excellence: You have impressive spoken and written communication skills. You can distill complex detection engineering and security operations concepts into clear narratives for both technical and non-technical audiences, including executive management.
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