Job Description:

As a Senior Solutions Engineer on the Acquisition Team, you will partner with Account Executives to drive net-new business and lead the technical sales process from discovery through evaluation, solution design, and business justification.

In this customer-facing pre-sales role, you will serve as a trusted advisor, uncovering customer challenges, align Darktrace's AI-powered platform to their needs, and demonstrate measurable security and business outcomes. Through technical discovery, solution architecture, and value-driven storytelling, you will translate complex cybersecurity risks into clear impact across network, cloud, and hybrid environments.

Key Responsibilities

Technical Ownership

• Lead all technical aspects of new business deals from discovery to close, owning momentum and progression at each stage

• Build early credibility with Security, IT, and Cloud stakeholders

• Drive technical win strategy and guide solution validation

Discovery & Value Alignment

• Align solutions to SOC workflows (triage, investigation, response)

• Lead structured discovery aligned to MEDDPICC, identifying pain, impact, and urgency

• Translate requirements into solution designs aligned to ROI and business outcomes

Solution Design

• Architect scalable solutions across Darktrace's platform (Network, Email, Cloud, Identity, Endpoint, ASM, PEM, IRR)

• Advise on deployments, integrations (SIEM, SOAR, EDR), and visibility (SPAN/TAP, APIs)

• Clearly communicate trade-offs (performance, cost, coverage)

• Ensure solution design supports fast deployment and meaningful evaluation outcomes

Customer Engagement

• Deliver high-impact demos and technical storytelling to SOC teams, leaders, and executives

• Translate complex cybersecurity concepts into clear, outcome-driven narratives for both technical and executive audiences

• Handle objections and position against competitors

Deal Strategy & Collaboration

• Partner with AEs to qualify opportunities, mitigate risks, and progress pipeline

• Collaborate with Sales, Product, Engineering, and Customer Success to resolve blockers and accelerate deals

• Share market feedback to improve product and go-to-market strategy

Skills & Experience

Background in pre-sales/solutions engineering in cybersecurity or SaaS with a track record of supporting net-new business

• Strong knowledge of networking, cloud (AWS/Azure/GCP), and security architectures

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

• Ability to design solutions, run demos/PoCs, and influence diverse stakeholders

• Strong communication, consultative selling, and business acumen

• Fundamental understanding of AI technologies (LLM, ML, NLP)

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

• Relevant Cloud, Security, and/or AI certifications are a plus

• Operates with urgency, ownership, and a bias for execution

Compensation: Total on-target earnings (base salary + commission) of up to $230,000. Final compensation will be based on factors including experience, skills, and geographic location.

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.