Senior Partner Solutions Engineer - US East

Darktrace is a global leader in AI-driven cybersecurity, helping organizations stay ahead of evolving threats. We were built on the idea that Adaptive AI could detect and respond to novel, real-time cyber threats—a differentiated approach that matters more than ever in the era of AI. Today, our customers depend on us to stay ahead, and we embrace that responsibility with urgency, collaboration, and high standards.

About the role

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 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:
  • Develop and execute channel sales strategies, leveraging partner ecosystems to enable success.
  • Maintain deep market knowledge, including industry trends, competitor offerings, and emerging technologies.
  • Align technical activities with revenue growth goals through the channel.
  • Apply value selling methodologies (e.g., MEDDPPIC) to uncover customer pain points and guide prospects toward success criteria.
  • Create and utilize M1 and M2 metrics to measure and drive outcomes.
• Communication:
  • Understand the sales cycle and align technical solutions with business needs to drive sales.
  • Communicate complex technical concepts clearly to both technical and non-technical audiences.
  • Build and maintain strong relationships with channel partners.
  • Negotiate with partners to resolve conflicts and ensure mutual success.
• Tools & Technology:
  • Use CRM systems (e.g., Salesforce, HubSpot) to track and manage partner interactions.
  • Leverage sales enablement tools to support channel partners.
  • Demonstrate proficiency with technical tools (e.g., network analysis tools, cybersecurity tools, cloud platforms).
• Industry Expertise:
  • Develop strong competitor knowledge and skills in de-positioning.
  • Gain wider industry recognition through events, certifications, and professional networks.
  • Obtain an advanced external certification.
• Team Collaboration:
  • Contribute to technical initiatives or projects outside of the day-to-day role.
  • Transfer knowledge, mentor peers, and contribute to knowledge bases.
  • Participate in best-practice initiatives at least once per quarter.
  • Collaborate cross-functionally with sales, product management, engineering, and marketing teams.
  • Adapt to a fast-paced, dynamic environment with evolving technologies.
• Demonstrate a strong customer-oriented mindset, focusing on understanding and meeting partner and end-customer needs.

Requirements

• 5+ years of experience in a technical sales role, preferably within a channel or partner ecosystem.
• Industry experience in cybersecurity, cloud computing, networking, or a related field.
• Experience working with or supporting channel partners, VARs (Value-Added Resellers), or distributors.
• In-depth understanding of the company’s products, solutions, and technology stack.
• Ability to design and propose solutions that meet the specific needs of partners and their customers.
• Experience in pre-sales engineering, including conducting product demos and technical presentations.
• Understanding of systems integration and how the company’s products integrate with other technologies.
• Strong technical troubleshooting skills to assist partners with issues during the sales process.
• Expertise in a specific area of security or industry vertical.
• Willingness to travel up to 30%.

Skills

• Channel strategy and partner enablement.
• Value selling and consultative discovery (e.g., MEDDPPIC).
• Technical presentation and communication for mixed audiences.
• Relationship building and negotiation.
• CRM and sales enablement tools (e.g., Salesforce, HubSpot).
• Technical tools relevant to cybersecurity, networking, or cloud platforms.
• Competitive analysis and de-positioning.
• Cross-functional collaboration and adaptability in fast-paced environments.