Senior Partner Solutions Engineer - US East

About the role

As a Partner Solutions Engineer, you will build the technical capability of strategic partners and work alongside partner and Darktrace sales teams to create, progress, and expand customer opportunities. You will lead technical engagement across the partner lifecycle, from enablement and joint discovery through solution design, evaluation, business justification, deployment alignment, and value realization. As a trusted technical advisor, you will help partners confidently position Darktrace, identify customer challenges, develop relevant use cases, and communicate measurable security and business outcomes.

Key Responsibilities

Partner Technical Strategy and Ownership

• Own the technical relationship and engagement plan for assigned partners.
• Build credibility with partner sales, solutions engineering, services, and leadership stakeholders.
• Develop joint technical strategies that support new customer acquisition, account expansion, renewals, and platform adoption.
• Prioritize partner activity based on capability, opportunity potential, customer impact, and business outcomes.

Partner Enablement and Readiness

• Deliver structured technical enablement across Darktrace capabilities, customer use cases, competitive positioning, and value articulation.
• Coach Partner SEs to lead discovery, demonstrations, technical validation, objection handling, and solution design.
• Create repeatable field guidance, workshops, and technical assets that improve partner confidence and independence.
• Assess partner readiness, identify capability gaps, and establish clear development actions.

Discovery and Value Alignment

• Lead and coach structured discovery aligned to MEDDPICC, identifying customer pain, impact, urgency, decision criteria, and technical requirements.
• Align solutions to SOC workflows including triage, investigation, and response.
• Translate customer requirements into relevant use cases, measurable outcomes, ROI, efficiency gains, and risk reduction.
• Identify technical whitespace, adoption gaps, expansion opportunities, and risks across the customer lifecycle.

Solution Design and Technical Validation

• Architect scalable solutions across Darktrace platform capabilities for network, email, cloud, identity, endpoint, attack surface management, proactive exposure management, incident readiness and recovery.
• Design for hybrid, multicloud, and existing security environments, including SIEM, SOAR, EDR, XDR, NGFW, APIs, SPAN, and TAP requirements.
• Advise partners and customers on deployment, integrations, performance, coverage, and architectural tradeoffs.
• Support effective demonstrations, evaluations, and proofs of values that produce clear technical and business outcomes.

Joint Customer Engagement and Value Selling

• Engage technical and executive stakeholders with messaging tailored to their priorities and level of expertise.
• Help partners translate complex cybersecurity concepts into clear, outcome focused narratives.
• Lead or support high impact demonstrations, workshops, solution reviews, and executive technical conversations.
• Handle technical objections and establish differentiated value in competitive opportunities.

Opportunity, Pipeline, and Account Strategy

• Partner with channel leaders, Account Executives, Expansion Account Executives, Partner SEs, and technical account teams to qualify opportunities and advance technical win plans.
• Identify deal risks, remove technical blockers, maintain momentum, and support accurate opportunity progression.
• Contribute to partner account planning, pipeline reviews, QBRs, and prioritization of high impact initiatives.
• Ensure clean technical handoffs and continuity from presales through deployment, adoption, and expansion.

Cross Functional Collaboration

• Work with Sales, Customer Success, Technical Success, Professional Services, Support, Product, and Engineering to deliver strong partner and customer outcomes.
• Share partner, customer, market, and competitive feedback to improve product strategy, enablement, and go to market execution.
• Coordinate resources to resolve challenges and strengthen the overall partner experience.

Skills and Experience

• Experience in solutions engineering, presales, partner engineering, technical account management, or a related customer facing role in cybersecurity or SaaS.
• Proven ability to enable technical audiences, influence stakeholders, and support both new business and expansion motions.
• Strong knowledge of networking, cloud platforms including AWS, Azure, and GCP, and modern security architectures.
• Experience with SOC technologies and workflows, including SIEM, SOAR, EDR, XDR, and complex hybrid environments.
• Ability to design solutions, deliver demonstrations, guide evaluations, and clearly communicate technical and business value.
• Strong facilitation, communication, analytical, consultative selling, and business acumen.
• Ability to manage multiple partner and customer priorities with urgency, ownership, and bias for execution.
• Fundamental understanding of AI technologies, including LLM, ML, and NLP.
• Bachelor’s degree or higher preferred, or equivalent experience.
• Relevant cloud, security, and AI certifications are a plus.

Success in the Role

• Partners demonstrate greater technical confidence and independence across discovery, solution design, validation, and value selling.
• Joint opportunities progress with clear technical ownership, stronger qualification, and fewer avoidable blockers.
• Partner engagement creates repeatable pipeline impact across acquisition, expansion, renewals, and platform adoption.
• Customers receive consistent technical experience from initial discovery through deployment, adoption, and growth.
• Internal and partner teams operate with clear accountability, strong communication, and disciplined execution.

Benefits

• 100% medical, dental and vision insurance, plus dependents
• Paid parental leave
• Pet insurance
• Discount
• Life insurance
• Commuter benefits
• 401(k)
• Employee Assistance Program