Senior Solutions Engineer, Acquisition

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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. That approach matters more than ever in the era of AI. Today, our customers depend on us to stay ahead. At Darktrace , we are energized by that responsibility. We work across teams and rally around a shared goal. We own outcomes end to end - step in, step up and see things through without waiting to be asked. We make decisions with urgency, say the hard thing, and hold each other to high standards with care and directness. We move first and learn fast anticipating where our customers are going next, continuously challenging ourselves. We invest in the skills, learning and opportunities that help people deliver at the level their roles demand, and reward the aptitude and curiosity to grow beyond them. Our Values: Own It | Win as One | Raise Our Bar | Move First. Learn Fast Job D escription : As a 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 i

Darktrace是AI驱动网络安全领域的全球领导者，每天帮助组织领先于不断演变的威胁。Darktrace建立在一个真正差异化的理念之上：自适应AI可以检测并响应新型的实时网络威胁。在AI时代，这种方法比以往任何时候都更加重要。今天，我们的客户依赖我们保持领先。在Darktrace，这一责任激励着我们。我们跨团队协作，围绕共同目标团结一致。我们端到端地掌控成果——主动介入、挺身而出、坚持到底，无需等待被要求。我们以紧迫感做出决策，敢于说出难听的话，并以关怀和直接的态度相互要求高标准。我们率先行动、快速学习，预判客户下一步的走向，不断挑战自我。我们投资于技能、学习和机会，帮助人们在角色所要求的水平上交付成果，并奖励超越这些水平成长的能力和好奇心。我们的价值观：Own It | Win as One | Raise Our Bar | Move First. Learn Fast 职位描述：作为Acquisition团队的Solutions Engineer，你将与Account Executives合作，推动净新业务，并主导从发现到评估、解决方案设计和业务论证的技术销售流程。在这个面向客户的售前角色中，你将作为值得信赖的顾问，发掘客户挑战，将Darktrace的AI驱动平台与其需求对齐，并展示可衡量的安全和业务成果。通过技术发现、解决方案架构和价值驱动的叙事，你将把复杂的网络安全风险转化为跨网络、云和混合环境的清晰影响。关键职责 技术主导 主导新业务交易从发现到成交的所有技术方面，在每个阶段掌控势头和推进 与Security、IT和Cloud利益相关者建立早期可信度 推动技术获胜策略并引导解决方案验证 发现与价值对齐 将解决方案对齐到SOC工作流（分诊、调查、响应） 主导与MEDDPICC对齐的结构化发现，识别痛点、影响和紧迫性 将需求转化为对齐ROI和业务成果的解决方案设计 解决方案设计 在Darktrace平台（Network、Email、Cloud、Identity、Endpoint、ASM、PEM、IRR）上设计可扩展的解决方案 就部署、集成（SIEM、SOAR、EDR）和可见性（SPAN/TAP、API）提供建议 清晰传达权衡（性能、成本、覆盖范围） 确保解决方案设计支持快速部署和有意义的评估成果 客户参与 向SOC团队、领导者和高管提供高影响力的演示和技术叙事 将复杂的网络安全概念转化为清晰、以成果驱动的叙事，面向技术和执行受众 处理异议并针对竞争对手进行定位 交易策略协作 与AE合作，资格审查机会、降低风险并推进管道 与Sales、Product、Engineering和Customer Success协作，解决阻碍并加速交易 分享市场反馈以改进产品和上市策略 技能与经验 背景 具备网络安全或SaaS领域的售前/解决方案工程背景，并有支持净新业务的过往记录 深入了解网络、云（AWS/Azure/GCP）和安全架构 具备SOC工具（SIEM、SOAR、EDR/XDR）和混合环境的经验 能够设计解决方案、运行演示/PoC并影响多元利益相关者 出色的沟通、顾问式销售和商业敏锐度 对AI技术（LLM、ML、NLP）有基本理解 优先考虑学士学位或更高学历（或同等经验） 相关Cloud、Security和/或AI认证为加分项 以紧迫感、主人翁精神和执行偏好开展工作 薪酬：总目标收入（基本工资+佣金）最高可达$230,000。最终薪酬将基于以下因素

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