Senior Partner Solutions Engineer

Darktrace has more than 2,500 employees located globally. Founded by mathematicians and cyber defence experts in 2013, Darktrace is a global leader in cyber security AI, delivering complete AI-powered solutions in its mission to free the world of cyber disruption.

For over a decade, Darktrace has pioneered a proactive, AI-native approach to security. Our roots lie deep in innovation. The Darktrace AI Research Centre based in Cambridge, UK, has conducted research establishing new thresholds in cybersecurity, with technology innovations backed by over 200 patents and pending applications.

Today, Darktrace is a global leader in cybersecurity AI, delivering the essential cybersecurity platform to protect organisations today and for an ever-changing future.

Position Overview: We are seeking an experienced Sales 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. This role involves designing and proposing solutions, conducting product demos, and providing technical support to drive revenue growth through channel partners.

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

Benefits

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