Senior Solutions Engineer

This is a fully remote position, open to applicants in Arizona, +3 more states.

📋 Description

• Collaborate with Account Executives to generate new business and manage the technical sales process from initial discovery to evaluation, solution design, and business justification.

• Act as a trusted advisor to clients, identifying their challenges and aligning Darktrace’s AI-driven platform with their requirements.

• Simplify complex cybersecurity risks into understandable impacts across network, cloud, and hybrid environments.

• Oversee all technical components of new business agreements from discovery to closure.

• Establish credibility with Security, IT, and Cloud stakeholders.

• Develop a technical win strategy and facilitate solution validation.

• Align solutions with SOC workflows, including triage, investigation, and response.

• Conduct structured discovery in accordance with MEDDPICC, pinpointing pain points, impacts, and urgency.

• Convert requirements into solution designs that align with ROI and business objectives.

• Design scalable solutions across Darktrace’s Network, Email, Cloud, Identity, Endpoint, ASM, PEM, and IRR platforms.

• Provide guidance on deployments, SIEM/SOAR/EDR integrations, and visibility through SPAN/TAP and APIs.

• Discuss trade-offs related to performance, cost, and coverage.

• Deliver impactful demonstrations and technical narratives to SOC teams, leaders, and executives.

• Address objections and position the company effectively against competitors.

• Collaborate with AEs to assess opportunities, mitigate risks, and advance the pipeline.

• Work alongside Sales, Product, Engineering, and Customer Success teams to eliminate obstacles and expedite deals.

• Provide market insights to enhance product development and go-to-market strategies.

⛳️ Requirements

• Experience in pre-sales or solutions engineering within the cybersecurity or SaaS fields, demonstrating a successful history of supporting new business initiatives.

• In-depth understanding of networking, cloud (AWS/Azure/GCP), and security architectures.

• Familiarity with SOC tools (SIEM, SOAR, EDR/XDR) and hybrid environments.

• Capability to design solutions, conduct demos/PoCs, and influence a variety of stakeholders.

• Excellent communication skills, consultative selling ability, and strong business acumen.

• Basic knowledge of AI technologies (LLM, ML, NLP).

• Bachelor’s degree or higher preferred (or equivalent experience).

• Relevant Cloud, Security, and/or AI certifications are advantageous.

• Works with a sense of urgency, ownership, and a focus on execution.

🏝️ Benefits

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

• Paid parental leave.

• Pet insurance.

• Discounted life insurance.

• Commuter benefits.

• 401(k) plan.

• Employee Assistance Program.