Senior Partner Solutions Engineer

This is a fully remote position, open to applicants in New Jersey, +1 more state.

📋 Description

• Enhance the technical capabilities of strategic partners and collaborate with partner and Darktrace sales teams to create, advance, and broaden customer opportunities.

• Drive technical engagement throughout the partner lifecycle, encompassing enablement and joint discovery, solution design, evaluation, business justification, deployment alignment, and value realization.

• Assist partners in positioning Darktrace, recognizing customer challenges, developing pertinent use cases, and articulating measurable security and business outcomes.

• Manage the technical relationship and engagement strategy for assigned partners.

• Establish credibility with partner sales, solutions engineering, services, and leadership stakeholders.

• Formulate joint technical strategies that support customer acquisition, account expansion, renewals, and platform adoption.

• Provide technical enablement, mentor Partner SEs, develop field guidance and technical assets, and evaluate partner readiness.

• Lead and mentor MEDDPICC-aligned discovery processes and align solutions with SOC workflows.

• Convert customer requirements into use cases, measurable outcomes, ROI, efficiency improvements, and risk reduction.

• Design scalable solutions across Darktrace platform capabilities for network, email, cloud, identity, endpoint, attack surface management, proactive exposure management, and incident readiness and recovery.

• Create designs for hybrid, multicloud, and existing security environments, including SIEM, SOAR, EDR, XDR, NGFW, APIs, SPAN, and TAP requirements.

• Provide guidance to partners and customers on deployment, integrations, performance, coverage, and architectural trade-offs.

• Assist with demonstrations, evaluations, and proofs of value.

• Engage technical and executive stakeholders, leading or supporting demonstrations, workshops, solution reviews, and executive technical discussions.

• Address technical objections and highlight differentiated value in competitive scenarios.

• Qualify opportunities, advance technical win strategies, identify deal risks, eliminate technical obstacles, and facilitate opportunity progression.

• Contribute to partner account planning, pipeline reviews, QBRs, and prioritization of high-impact initiatives.

• Ensure seamless technical handoffs from presales to deployment, adoption, and expansion.

• Collaborate with Sales, Customer Success, Technical Success, Professional Services, Support, Product, and Engineering teams.

• Provide insights on partner, customer, market, and competitive feedback to enhance product strategy, enablement, and go-to-market efforts.

• Coordinate resources to tackle challenges and enhance the partner experience.

⛳️ Requirements

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

• Prior experience working at or with SHI is advantageous.

• Demonstrated ability to empower technical audiences, influence stakeholders, and support both new business and expansion initiatives.

• In-depth knowledge of networking, cloud platforms such as AWS, Azure, and GCP, and modern security architectures.

• Familiarity with SOC technologies and workflows, including SIEM, SOAR, EDR, XDR, and complex hybrid environments.

• Capability to design solutions, deliver demonstrations, guide evaluations, and effectively communicate technical and business value.

• Strong skills in facilitation, communication, analysis, consultative selling, and business acumen.

• Ability to manage multiple partner and customer priorities with urgency, ownership, and a focus on execution.

• Basic understanding of AI technologies, including LLM, ML, and NLP.

• Preferably a Bachelor's degree or higher, or equivalent experience.

• Relevant cloud, security, and AI certifications are a plus.

🏝️ Benefits

• Comprehensive medical, dental, and vision insurance, including dependents.

• Paid parental leave.

• Discount on pet insurance.

• Life insurance coverage.

• Commuter benefits.

• 401(k) plan.

• Employee Assistance Program.