Senior Partner Solutions Engineer, Darktrace
Named Accounts
AI cybersecurity solutions
Open for applications
AI cybersecurity solutions
1001+ employees
Open for applications
1001+ employees
Company mission
To free the world from cyber disruption.
Role
Who you are
- 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
What the job involves
- 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 World Wide Technology (WWT)
- This role involves designing and proposing solutions, conducting product demos, and providing technical support to drive revenue growth through the WWT channel
- Channel Strategy: Understanding of channel sales strategies, partner ecosystems, and how to enable partners for success
- Leveraging relationships you have established with WWT
- 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
- 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
- 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
- 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)
- 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
- 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
Our take
With the rise of sophisticated cyberattacks, the need for cutting-edge defence mechanisms has never been more critical. Darktrace addresses this challenge by leveraging AI-enabled threat detection technology, enabling organisations to swiftly identify and respond to abnormal network activity.
By utilising machine learning algorithms, Darktrace allows businesses to combat a wide range of cyber threats, from data breaches to insider attacks. This safeguards their digital assets and helps them maintaining operational resilience.
The company's recent acquisition by private equity giant Thoma Bravo marks a significant milestone in its journey. The acquisition provides Darktrace with access to a strong financial partner and deep software sector expertise, positioning it to further enhance its capabilities as a leading AI cybersecurity business.
Steph
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 5 rounds)
Sep 2018
$50m
SERIES E
Jul 2017
$75m
SERIES D
Total funding: $230.5m
Company HQ
Cambridge, UK
Leadership
Jack Stockdale
(CTO)Co-founded Darktrace in 2013 and has served as the CTO since.
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