Senior Partner Solutions Engineer - US East

Darktrace is a global leader in AI-driven cybersecurity, helping organizations stay ahead of evolving threats every day.

Darktrace was built on a genuinely differentiated idea: that Adaptive AI could detect and respond to novel, real-time cyber threats. That approach matters more than ever in the era of AI.  Today, our customers depend on us to stay ahead.

At Darktrace, we are energized by that responsibility.  We work across teams and rally around a shared goal. We own outcomes end to end - step in, step up and see things through without waiting to be asked.   We make decisions with urgency, say the hard thing, and hold each other to high standards with care and directness. We move first and learn fast anticipating where our customers are going next, continuously challenging ourselves.  

We invest in the skills, learning and opportunities that help people deliver at the level their roles demand, and reward the aptitude and curiosity to grow beyond them. 

Our Values: Own It | Win as One | Raise Our Bar | Move First. Learn Fast 

Job Description:

We are seeking an experienced Solutions Engineer to join our Partner team. The ideal candidate will have a strong technical sales background, industry expertise, and a proven track record of working with the partners in the Eastern US. This role involves designing and proposing solutions, conducting product demos, and providing technical support to drive revenue growth through channel partners in the East region.

Responsibilities:

Sales, Strategy and Performance:

• Channel Strategy: Understanding of channel sales strategies, partner ecosystems, and how to enable partners for success. Leveraging relationships you have established with the Channel.

• Market Knowledge: Awareness of industry trends, competitor offerings, and emerging technologies.

• Revenue Focus: Ability to align technical activities with the goal of driving revenue growth through the channel.

Value Selling:

• Understanding the use of MEDDPPIC

• Deeply understand customer pain, from real world experience or long-term customer experience

•  Ability to critically discovery pain

• Have successful creation and use of M1 and M2 metrics

• Be able to guide prospect towards the advantageous success criteria

Communication:

• Sales Acumen: Understanding of the sales cycle and how to align technical solutions with business needs to drive sales.

• Presentation Skills: Ability to communicate complex technical concepts clearly and effectively to both technical and non-technical audiences.

• Relationship Building: Strong interpersonal skills to build and maintain relationships with channel partners.

• Negotiation Skills: Ability to work with partners to resolve conflicts and ensure mutual success.

Tools & Technology:

• CRM Systems: Experience using Customer Relationship Management (CRM) tools like Salesforce or HubSpot to track and manage partner interactions.

• Sales Enablement Tools: Familiarity with sales enablement platforms and tools to support channel partners.

• Technical Tools: Proficiency with technical tools relevant to the role (e.g., network analysis tools, cybersecurity tools, cloud platforms).

Industry Expertise:

• Strong competitor knowledge and excellent skills at de-positioning

• Industry level expert, start to gain wider industry recognition (events, certs, professional network)

• Obtain an advanced external certification

Team Collaboration:

• Contributes to wider technical initiatives or projects outside of the day-to-day SE role

• Transfer knowledge, mentor and assist peers, and add to knowledge bases

• Contributes at least once a quarter to best-practice initiatives within the region

• Collaboration: Ability to work cross-functionally with sales teams, product management, engineering, and marketing.

• Adaptability: Comfortable working in a fast-paced, dynamic environment with evolving technologies.

• Customer-Focused: A strong customer-oriented mindset, with a focus on understanding and meeting partner and end-customer needs.

Requirements/Experience:

• Technical Sales Experience: 5+ years of experience in a technical sales role, preferably within a channel or partner ecosystem.

• Industry Experience: Experience in the industry relevant to the company’s products (e.g., cybersecurity, cloud computing, networking).

• Channel Experience: Experience working with or supporting channel partners, VARs (Value-Added Resellers), or distributors is highly desirable.

• Product Knowledge: In-depth understanding of the company’s products, solutions, and technology stack.

• Solution Architecture: Ability to design and propose solutions that meet the specific needs of partners and their customers.

• Pre-Sales Engineering: Experience in conducting product demos, technical presentations

• Systems Integration: Understanding of how the company’s products integrate with other systems and technologies.

• Technical Troubleshooting: Strong problem-solving skills to assist partners with technical issues or challenges during the sales process.

• Security and Industry depth, expert in a specific area of security or industry vertical

• Ability to travel up to 30%.

As a growing business strengthening its governance and controls, this role plays a part in supporting high standards of integrity and accountability. 

Darktrace is an Equal Opportunity Employer. We consider all qualified applicants for employment without regard to race, color, religion, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender identity or expression, national origin, age, disability, genetic information, marital status, veteran or military status, or any other characteristic protected by applicable federal, state, or local law.

Darktrace is committed to providing reasonable accommodations to qualified individuals with disabilities in accordance with applicable laws. If you require a reasonable accommodation to participate in the application or interview process, please contact your Talent Partner.