Senior Partner Solutions Engineer (SHI)

• As a Partner Solutions Engineer, SHI you will build the technical capability of strategic partners and work alongside partner and Darktrace sales teams to create, progress, and expand customer opportunities
• You will lead technical engagement across the partner lifecycle, from enablement and joint discovery through solution design, evaluation, business justification, deployment alignment, and value realization
• As a trusted technical advisor, you will help partners confidently position Darktrace, identify customer challenges, develop relevant use cases, and communicate measurable security and business outcomes
• You will combine technical depth, consultative selling, and disciplined execution to make the partner community a scalable extension of the field organization
• 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
• 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

Benefits

• Active social and charity initiatives including our matched charitable giving scheme and employee recognition scheme
• 23 days paid holiday plus UK bank holidays, increasing to 25 days after two years’ service
• Additional birthday day off
• Salary Sacrifice pension scheme with 4% employer contribution and minimum 5% employee contribution
• Optional BUPA private medical insurance for you and your immediate family
• Life assurance with a benefit of 4x your annual basic salary
• Employee Assistance Programme offering both on-line and telephone support and resources to you and your family
• Cycle to work scheme- Experience with SOC technologies and workflows, including SIEM, SOAR, EDR, XDR, and complex hybrid environments
• Proven ability to enable technical audiences, influence stakeholders, and support both new business and expansion motions
• Fundamental understanding of AI technologies, including LLM, ML, and NLP
• Experience in solutions engineering, presales, partner engineering, technical account management, or a related customer facing role in cybersecurity or SaaS. Experience working at or with SHI is a plus
• Strong facilitation, communication, analytical, consultative selling, and business acumen
• Relevant cloud, security, and AI certifications are a plus
• Ability to design solutions, deliver demonstrations, guide evaluations, and clearly communicate technical and business value
• Strong knowledge of networking, cloud platforms including AWS, Azure, and GCP, and modern security architectures
• Ability to manage multiple partner and customer priorities with urgency, ownership, and bias for execution
• Bachelor’s degree or higher preferred, or equivalent experience