Senior Partner Solutions Engineer - US East

darktrace; Virginia (MN); On-site; USD 110,000 - 150,000; Full time

Job summary

Darktrace is seeking an experienced Solutions Engineer to join our Partner team in the Eastern US. The role focuses on designing and proposing solutions, conducting product demos, and providing technical support to drive revenue growth through channel partners.

Responsibilities include channel strategy, market awareness, and the ability to align technical activities with sales goals. You will work with sales, product, engineering, and marketing to enable partners and close deals.

Qualifications

• 5+ years of experience in a technical sales role, preferably within a channel or partner ecosystem.
• Experience with channel partners, VARs, or distributors is highly desirable.
• In-depth understanding of the companys products, solutions, and technology stack.
• Ability to design and propose solutions that meet partners/customers needs.
• Experience conducting product demos and technical presentations.

Responsibilities

• Sales, Strategy and Performance: Develop channel strategy and enable partners for success.
• Market Knowledge: Track industry trends, competitors, and emerging tech.
• Revenue Focus: Align technical activities with revenue growth through channel partners.
• Value Selling: Apply MEDDPPIC to qualify customer pain and success criteria.
• Collaboration: Work cross-functionally with sales, product, engineering and marketing.

Skills

Technical Sales

Channel partnerships

Sales enablement

MEDDPPIC

CRM tools

Tools

Salesforce

HubSpot

Network analysis tools

Cybersecurity tools

Cloud platforms

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

Job Description

We are seeking an experienced Solutions 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 in the Eastern US. This role involves designing and proposing solutions, conducting product demos, and providing technical support to drive revenue growth through channel partners in the East region.

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.

Security and Indus

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 Indus