Solutions Engineer

About the role

As a Solutions Engineer on the Acquisition Team, you will partner with Account Executives to drive net-new business and lead the technical sales process from discovery through evaluation, solution design, and business justification. In this customer-facing pre-sales role, you will serve as a trusted advisor, uncovering customer challenges, aligning Darktrace’s AI-powered platform to their needs, and demonstrating measurable security and business outcomes.

Responsibilities

• Technical Ownership
  • Lead all technical aspects of new business deals from discovery to close, owning momentum and progression at each stage
  • Build early credibility with Security, IT, and Cloud stakeholders
  • Drive technical win strategy and guide solution validation
• Discovery & Value Alignment
  • Align solutions to SOC workflows (triage, investigation, response)
  • Lead structured discovery aligned to MEDDPICC, identifying pain, impact, and urgency
  • Translate requirements into solution designs aligned to ROI and business outcomes
• Solution Design
  • Architect scalable solutions across Darktrace’s platform (Network, Email, Cloud, Identity, Endpoint, ASM, PEM, IRR)
  • Advise on deployments, integrations (SIEM, SOAR, EDR), and visibility (SPAN/TAP, APIs)
  • Clearly communicate trade-offs (performance, cost, coverage)
  • Ensure solution design supports fast deployment and meaningful evaluation outcomes
• Customer Engagement
  • Deliver high-impact demos and technical storytelling to SOC teams, leaders, and executives
  • Translate complex cybersecurity concepts into clear, outcome-driven narratives for both technical and executive audiences
  • Handle objections and position against competitors
• Deal Strategy & Collaboration
  • Partner with AEs to qualify opportunities, mitigate risks, and progress pipeline
  • Collaborate with Sales, Product, Engineering, and Customer Success to resolve blockers and accelerate deals
  • Share market feedback to improve product and go-to-market strategy

Requirements

• Background in pre-sales/solutions engineering in cybersecurity or SaaS with a track record of supporting net-new business
• Strong knowledge of networking, cloud (AWS/Azure/GCP), and security architectures
• Experience with SOC tools (SIEM, SOAR, EDR/XDR) and hybrid environments
• Ability to design solutions, run demos/PoCs, and influence diverse stakeholders
• Strong communication, consultative selling, and business acumen
• Fundamental understanding of AI technologies (LLM, ML, NLP)
• Operates with urgency, ownership, and a bias for execution

Qualifications

• Bachelor’s degree or higher preferred (or equivalent experience)
• Relevant Cloud, Security, and/or AI certifications are a plus

Pay

Total on-target earnings (base salary + commission) of $150,000-$200,000. Final compensation will be based on factors including experience, skills, and geographic location.