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

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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.

What You Bring

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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 relationsh…