Strategic Partner Solutions Architect

Darktrace; Virginia (MN); On-site; USD 140,000 - 190,000; Full time

Benefits offered by this job

Health insurance

Parental leave

Pet insurance

Life insurance

Commuter benefits

401(k)

Employee Assistance Program

Job summary

Darktrace is seeking a senior Partner Technical Strategy leader to own the technical relationship with key partners and co-create strategies that drive new customer acquisition, renewals, and platform adoption. You will enable partner SEs, guide discovery and solution design, and coordinate with sales and engineering to ensure successful handoffs from presales to deployment and expansion.

You will influence stakeholders, articulate clear business value, and operate across hybrid, multicloud

Qualifications

• 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 (AWS, Azure, 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 and ownership.
• Understanding of AI technologies (LLM, ML, 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, 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.
• 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 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.
• 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

Solutions engineering

Presales

Partner engineering

Technical account management

Cybersecurity knowledge

SaaS familiarity

Communication

Business acumen

Urgent delivery

Education

Bachelor’s degree or higher preferred

Tools

SIEM

SOAR

EDR

XDR

Job description

Darktrace is seeking a senior Partner Technical Strategy leader to own the technical relationship with key partners and co-create strategies that drive new customer acquisition, renewals, and platform adoption. You will enable partner SEs, guide discovery and solution design, and coordinate with sales and engineering to ensure successful handoffs from presales to deployment and expansion.

You will influence stakeholders, articulate clear business value, and operate across hybrid, multicloud