Key Responsibilities 

Partner Technical Strategy and Ownership 

• Own the technical relationship and engagement plan for assigned partners. 

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

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

• Prioritize partner activity based on capability, opportunity potential, customer impact, and business outcomes. 

Partner Enablement and Readiness 

• Deliver structured technical enablement across Darktrace capabilities, customer use cases, competitive positioning, and value articulation. 

• Coach Partner SEs to lead discovery, demonstrations, technical validation, objection handling, and solution design. 

• Create repeatable field guidance, workshops, and technical assets that improve partner confidence and independence. 

• Assess partner readiness, identify capability gaps, and establish clear development actions. 

Discovery and Value Alignment 

• Lead and coach structured discovery aligned to MEDDPICC, identifying customer pain, impact, urgency, decision criteria, and technical requirements. 

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

• Translate customer requirements into relevant use cases, measurable outcomes, ROI, efficiency gains, and risk reduction. 

• Identify technical whitespace, adoption gaps, expansion opportunities, and risks across the customer lifecycle. 

Solution Design and Technical Validation 

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

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

• Advise partners and customers on deployment, integrations, performance, coverage, and architectural tradeoffs. 

• 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.