Senior Solutions Engineer, Acquisition

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 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.
*…