About Darktrace
Darktrace is a global leader in AI-driven cybersecurity, helping organizations stay ahead of evolving threats every day. Darktrace was built on a genuinely differentiated idea: that Adaptive AI could detect and respond to novel, real-time cyber threats.
Job Description
As a Senior Solutions Engineer, you play a critical role across both new customer acquisition and existing customer expansion. You partner closely with Account Executives and Customer Success teams to drive growth, from winning new business to deepening technical relationships within the installed base.
You act as a trusted technical advisor throughout the customer lifecycle, aligning Darktrace solutions to customer environments, evolving risks, and business objectives. You are responsible for leading technical sales engagements, shaping account strategy, and delivering measurable business value through adoption, cross-sell, and upsell.
Please note that interviews will be conducted in English. Resumes must be submitted in English to be considered for this role.
Key Responsibilities
•Technical Ownership: Own and lead the technical aspects of new business opportunities from initial discovery through to deal close, establishing credibility with technical and business stakeholders and guiding solution validation.
•Discovery & Value Alignment: Conduct structured discovery to identify customer challenges, risks, and success criteria. Map customer requirements to technical capabilities, aligning solutions to clear business value and desired outcomes.
•Solution Design: Design scalable, secure, and fit-for-purpose solutions aligned to customer environments. Balance feasibility, performance, cost, and long-term effectiveness while clearly articulating trade-offs.
•Pre-Sales Engagement: Lead technical discovery sessions, deliver tailored demonstrations, and support evaluations or proof-of-value activities. Translate complex requirements into compelling solution narratives that progress opportunities.
•Post-Sales Support (In Partnership): Collaborate with Customer Success and delivery teams to ensure smooth handover, alignment during implementation, and continued engagement needed to support adoption and maximize value realization.
•Customer Engagement: Engage confidently with technical teams and business leaders, adapting communication to different audiences and effectively handling objections in high-pressure environments.
•Commercial Awareness: Apply commercial insight to qualify opportunities, assess deal viability, and prioritize efforts toward high-impact engagements aligned to customer and business outcomes.
•Competitive Positioning: Maintain awareness of the vendor landscape and market trends, positioning solutions effectively, and differentiating against alternatives based on customer priorities.
•Deal Strategy & Collaboration: Partner with Account Executives to progress pipeline, mitigate risks, and drive deal strategy. Collaborate cross-functionally with Sales, Product, Engineering, and Customer Experience teams to deliver successful outcomes.
•Problem Solving & Execution: Use structured, analytical thinking to solve challenges, manage competing priorities, and deliver against deadlines in fast-paced environments.
•Communication: Clearly and concisely communicate technical and non-technical concepts, ensuring alignment and understanding across diverse stakeholders.
Skills & Experience
•Strong foundation in networking, cloud, AI, and cybersecurity principles
•Experience in solutions engineering, pre-sales, or customer-facing technical roles (SaaS or cybersecurity preferred)
•Ability to design solutions, run demos or evaluations, and translate technical concepts into business value
•Familiarity with hybrid environments and security ecosystems (e.g., SIEM, SOAR, EDR/XDR)
•Strong consultative selling skills, business acumen, and stakeholder management
•Fundamental understanding of AI technologies (LLM, ML, NLP)
•Bachelor's degree or equivalent experience preferred
•Relevant Cloud, Security, and/or AI certifications are a plus
Benefits
•100% medical, plus dependents
•100% dental and vision insurance
•Life Insurance
•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.
