Solutions Engineer – Expansion

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

📋 Description

• Collaborate with Expansion Account Executives and Technical Success Managers to foster growth among current clients.

• Spearhead the technical growth process through exploration, solution alignment, use case creation, and realization of value.

• Develop account strategies, identify growth possibilities, and showcase measurable results throughout the customer journey.

• Direct the technical strategy for upselling, cross-selling, and renewals.

• Recognize expansion prospects, potential risks, and technical gaps.

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

• Perform continuous exploration of customer environments, threats, and areas for adoption improvement.

• Convert insights into new use cases and expansion possibilities using MEDDPICC methodology.

• Align solutions with business outcomes, return on investment (ROI), and success indicators.

• Enhance and optimize deployments across Darktrace’s primary and cross-platform products.

• Create scalable solutions across hybrid, multi-cloud environments, and existing security frameworks, including SIEM, SOAR, EDR, and NGFW.

• Provide guidance on integrations, performance, and architectural considerations.

• Align solutions with Security Operations Center (SOC) workflows, including triage, investigation, and response.

• Mitigate alert fatigue and enhance analyst efficiency.

• Propel customers towards proactive, AI-powered security operations.

• Engage both technical and executive stakeholders with customized messaging.

• Transform capabilities into business value, including ROI, efficiency, and risk mitigation.

• Shape decisions through consultative, insights-driven discussions.

• Collaborate with Account Executives on opportunity assessment, deal strategy, and forecasting.

• Assist in account planning, quarterly business reviews (QBRs), and prioritization of impactful initiatives.

• Partner with Customer Success, Professional Services, Support, Product, and Engineering teams.

• Promote adoption, address challenges, and provide product feedback.

⛳️ Requirements

• Background in Solutions Engineering, pre-sales, or technical account management within the cybersecurity/SaaS industry.

• Strong understanding of networking, cloud platforms (AWS/Azure/GCP), and security architectures.

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

• Demonstrated success in expanding accounts, designing solutions, and influencing stakeholders.

• Excellent communication, analytical, and consultative sales abilities.

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

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

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

🏝️ Benefits

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

• Paid parental leave.

• Discounted pet insurance.

• Life insurance coverage.

• Commuter benefits.

• 401(k) retirement plan.

• Employee Assistance Program.

• Opportunities for skills development, learning, and career advancement.