Senior Partner Solutions Engineer - US East

Darktrace; Miami (FL); On-site; USD 150,000 - 210,000; Full time

Benefits offered by this job

Medical, dental, vision coverage

Parental leave

Pet insurance

Life insurance

Commuter benefits

401(k)

Employee assistance program

Job summary

Darktrace is seeking a Partner Strategy and Technical Engagement leader to own partner relationships, build joint technical strategies, and drive adoption across networks, cloud, and SOC workflows. You will enable partner SEs, design scalable solutions, and guide demonstrations to create measurable business value.

You will collaborate with Sales, CS, Product, and Engineering to ensure smooth handoffs and escalation of critical issues, while maintaining urgency and ownership across multiple

Qualifications

• Experience in solutions engineering, presales, partner engineering, or a related customer-facing role in cybersecurity or SaaS.
• Proven ability to enable technical audiences, influence stakeholders, and support both new business and expansion motions.
• Strong knowledge of networking, cloud platforms, 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.

Responsibilities

• 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.
• 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.
• 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.
• Architect scalable solutions across Darktrace platform capabilities for network, email, cloud, identity, endpoint, and more.
• 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.
• 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.
• Partner with channel leaders, Account Executives, Expansion AEs, Partner SEs, and technical 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.
• Work with Sales, Customer Success, Technical Success, Professional Services, Support, Product, and Engineering to deliver strong outcomes.
• Share feedback to improve product strategy, enablement, and go-to-market execution.
• Coordinate resources to resolve challenges and strengthen the partner experience.
• Partners demonstrate greater technical confidence and independence across discovery, design, validation, and value selling.
• Joint opportunities progress with clear ownership, stronger qualification, and fewer blockers.
• Customer outcomes through consistent technical experience from discovery to growth.
• Internal and partner teams operate with accountability and disciplined execution.

Skills

Solutions engineering

Enable technical audiences

Networking knowledge

Cloud platforms (AWS, Azure, GCP)

Security architectures

SOC technologies (SIEM, SOAR, EDR, XDR

Demonstrations & solution design

Communication & facilitation

Business acumen

Multi-stakeholder collaboration

AI basics (LLM, ML, NLP)

Education

Bachelor’s degree or higher preferred

Tools

AWS

Azure

GCP

SIEM

SOAR

EDR

XDR

Job description

Job Description

Darktrace is a global leader in AI-driven cybersecurity, helping organizations stay ahead of evolving threats every day.

Darktrace was built on a genuinely differentiated idea: that Adaptive AI could detect and respond to novel, real-time cyber threats. That approach matters more than ever in the era of AI. Today, our customers depend on us to stay ahead.

At Darktrace, we are energized by that responsibility. We work across teams and rally around a shared goal. We own outcomes end to end - step in, step up and see things through without waiting to be asked. We make decisions with urgency, say the hard thing, and hold each other to high standards with care and directness. We move first and learn fast anticipating where our customers are going next, continuously challenging ourselves.

We invest in the skills, learning and opportunities that help people deliver at the level their roles demand, and reward the aptitude and curiosity to grow beyond them.

Our Values: Own It | Win as One | Raise Our Bar | Move First. Learn Fast

Key Responsibilities

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.

Skills And Experience

• Experience in solutions engineering, presales, partner engineering, technical account management, or a related customer facing role in cybersecurity or SaaS.
• 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.

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.

Benefits:

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

As a growing business strengthening its governance and controls, this role plays a part in supporting high standards of integrity and accountability.

Darktrace is an Equal Opportunity Employer. We consider all qualified applicants for employment without regard to race, color, religion, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender identity or expression, national origin, age, disability, genetic information, marital status, veteran or military status, or any other characteristic protected by applicable federal, state, or local law.

Darktrace is committed to providing reasonable accommodations to qualified individuals with disabilities in accordance with applicable laws. If you require a reasonable accommodation to participate in the application or interview process, please contact your Talent Partner.

Employment with Darktrace is at-will, meaning either the employee or Darktrace may terminate the employment relationship at any time, with or without cause or notice, except where prohibited by law or governed by a separate written agreement.