Director, Solutions Engineering, LATAM

About the role

Darktrace is seeking a Director of Solutions Engineering to lead our pre-sales technical organization across Latin America. This role is responsible for regional technical sales strategy, building high-performing teams, and partnering with Sales, Channel, Marketing, and Customer Success leadership to drive growth.

Key Responsibilities

• Execute the LATAM Solutions Engineering strategy aligned to regional business goals.
• Partner with Sales Leadership to drive pipeline growth, forecast accuracy, and technical win rates.
• Monitor key metrics including PoC success, conversion rates, pipeline influence, and productivity.
• Identify market trends and competitive threats to influence regional strategy.
• Represent LATAM in cross-functional leadership discussions.
• Lead and develop a team of Solutions Engineering Managers and Solutions Engineers.
• Foster a culture of accountability, collaboration, and technical excellence.
• Recruit, retain, and develop top talent while creating growth opportunities.
• Drive coaching, succession planning, and performance management.
• Champion Darktrace values and leadership principles.
• Support acquisition, retention, and expansion strategies with Sales and Customer Success teams.
• Engage directly in strategic opportunities and complex enterprise sales cycles.
• Guide technical deal strategy and risk mitigation.
• Support executive briefings, customer engagements, and POV initiatives.
• Ensure consistent articulation of business value and competitive differentiation.
• Establish technical standards and best practices across LATAM.
• Drive excellence in discovery, demonstrations, evaluations, and validation activities.
• Promote adoption of MEDDPICC and technical qualification frameworks.
• Partner with Product and Engineering teams to provide market feedback.
• Advance innovation in technical storytelling, automation, and customer engagement.
• Strengthen technical relationships with distributors, resellers, MSSPs, and strategic partners.
• Develop partner enablement programs that expand technical capability and reach.
• Support joint business planning and partner-driven growth initiatives.
• Act as executive sponsor for key partner relationships across LATAM.
• Partner with Sales, Customer Success, Product, Marketing, and Operations leaders to achieve business objectives.
• Improve processes that increase scale, efficiency, and customer outcomes.
• Align regional priorities with global initiatives.
• Promote transparency and collaboration across teams.

Required Qualifications & Experience

• 10+ years in Solutions Engineering, Sales Engineering, Technical Account Management, or similar customer-facing technical roles.
• 4+ years leading regional pre-sales or solutions engineering teams.
• Strong background in cybersecurity, networking, cloud, SaaS, or enterprise technology.
• Proven success building high-performing technical organizations.
• Experience partnering with executive sales leadership on strategy and planning.
• Strong understanding of enterprise sales methodologies and complex deal cycles.
• Experience operating across multiple countries and cultures within LATAM.
• Excellent communication, coaching, and executive presentation skills.
• Fluency in English and Spanish.
• Ability to travel throughout the LATAM region as needed - up to 30%.

Preferred Experience

• With channel-led go-to-market models.
• Knowledge of SIEM, SOAR, XDR, EDR, cloud security, and AI-driven cybersecurity platforms.
• Experience supporting enterprise and strategic accounts.
• Portuguese proficiency.
• Relevant cybersecurity, cloud, or AI certifications.