Senior Partner Solutions Engineer, Darktrace
SHI
Salary not provided
AWS
GCP
Azure
Senior and Expert level
Austin
AI cybersecurity solutions
Posted today
AI cybersecurity solutions
1001+ employees
B2BArtificial IntelligenceMachine LearningSaaSCyber Security
Posted today
Salary not provided
AWS
GCP
Azure
Senior and Expert level
Austin
1001+ employees
B2BArtificial IntelligenceMachine LearningSaaSCyber Security
Company mission
To free the world from cyber disruption.
Role
Who you are
- Experience in solutions engineering, presales, partner engineering, technical account management, or a related customer facing role in cybersecurity or SaaS. Experience working at or with SHI is a plus
- 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
What the job involves
- As a Partner Solutions Engineer, SHI 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
- You will combine technical depth, consultative selling, and disciplined execution to make the partner community a scalable extension of the field organization
- 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
- 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
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 maintain operational resilience.
The company's 2024 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
Top investors
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.
Edward Jennings
(President & CEO)Previously CEO of QuickBase, COO Mimecast and was the Chief Marketing Officer at Veracode.
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