Support effective demonstrations, evaluations, and proofs of values that produce clear technical and business outcomes.
Joint Customer Engagement and Value Selling
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.
Opportunity, Pipeline, and Account Strategy
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.
Cross Functional Collaboration
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 and Experience
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 including AWS, Azure, and 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, ownership, and bias for execution.
Fundamental understanding of AI technologies, including LLM, ML, and NLP.
Bachelor’s degree or higher preferred, or equivalent experience.
Relevant cloud, security, and AI certifications are a plus.
Success in the Role
Partners demonstrate greater technical confidence and independence across discovery, solution design, validation, and value selling.
Joint opportunities progress with clear technical ownership, stronger qualification, and fewer avoidable blockers.
Partner engagement creates repeatable pipeline impact across acquisition, expansion, renewals, and platform adoption.
Customers receive consistent technical experience from initial discovery through deployment, adoption, and growth.
Internal and partner teams operate with clear accountability, strong communication , and disciplined execution.
Benefits
100% medical, dental and vision insurance, plus dependents
Paid parental leave
Pet insurance Discount
Life insurance
Commuter benefits
401(k)
Employee Assistance Program
As a growing business strengthening its governance and controls, this role plays a part in supporting high standards of integrity and accountability.
Darktrace is an Equal Opportunity Employer. We consider all qualified applicants for employment without regard to race, color, religion, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender identity or expression, national origin, age, disability, genetic information, marital status, veteran or military status, or any other characteristic protected by applicable federal, state, or local law.
Darktrace is committed to providing reasonable accommodations to qualified individuals with disabilities in accordance with applicable laws. If you require a reasonable accommodation to participate in the application or interview process, please contact your Talent Partner.
Employment with Darktrace is at-will, meaning either the employee or Darktrace may terminate the employment relationship at any time, with or without cause or notice, except where prohibited by law or governed by a separate written agreement.
About Darktrace
Software & SaaS2607 employeesFounded 2013
Private cybersecurity company providing AI-powered threat detection and autonomous response to organizations worldwide.
