Senior Partner Solutions Engineer - Named Accounts

Darktrace Ltd; Greater London; On-site; GBP 60,000 - GBP 80,000; Full time

Job summary

A cybersecurity firm is seeking an experienced Sales Engineer to join its Partner team in Greater London. The ideal candidate will have a strong technical sales experience and a proven track record of successfully working with channel partners. Responsibilities include designing solutions, conducting product demos, and providing technical support to drive revenue growth. The position requires proficiency with CRM tools like Salesforce and solid understanding of the cybersecurity industry. This role offers an exciting opportunity to contribute to innovative security solutions.

Qualifications

• 5+ years of technical sales experience in a channel ecosystem.
• Experience with CRM systems, preferably Salesforce or HubSpot.
• Strong understanding of cybersecurity and cloud computing.

Responsibilities

• Design and propose solutions for partners.
• Conduct product demos and provide technical support.
• Collaborate with sales teams and contribute to best-practice initiatives.

Skills

Technical Sales Experience

Communication Skills

Relationship Building

Negotiation Skills

Adaptability

Tools

Salesforce

HubSpot

Network Analysis Tools

Cybersecurity Tools

Cloud Platforms

Job description

###Darktrace is a global leader in AI for cybersecurity that keeps organizations ahead of the changing threat landscape every day. Founded in 2013, Darktrace provides the essential cybersecurity platform protecting nearly 10,000 organizations from unknown threats using its proprietary AI. The Darktrace Active AI Security Platform delivers a proactive approach to cyber resilience to secure the business across the entire digital estate – from network to cloud to email. Breakthrough innovations from our R&D teams have resulted in over 200 patent applications filed. Darktrace’s platform and services are supported by over 2,400 employees around the world. To learn more, visit .**Job Description:****Position Overview:** We are seeking an experienced Sales Engineer to join our Partner team. The ideal candidate will have a strong technical sales background, industry expertise, and a proven track record of working with one of our named accounts (WWT, CDW, or Optiv). This role involves designing and proposing solutions, conducting product demos, and providing technical support to drive revenue growth through the named channel.**Responsibilities:**Sales, Strategy and Performance:* Channel Strategy: Understanding of channel sales strategies, partner ecosystems, and how to enable partners for success. Leveraging relationships you have established with WWT.* Market Knowledge: Awareness of industry trends, competitor offerings, and emerging technologies.* Revenue Focus: Ability to align technical activities with the goal of driving revenue growth through the channel.Value Selling:* Understanding the use of MEDDPPIC* Deeply understand customer pain, from real world experience or long-term customer experience* Ability to critically discovery pain* Have successful creation and use of M1 and M2 metrics* Be able to guide prospect towards the advantageous success criteriaCommunication:* Sales Acumen: Understanding of the sales cycle and how to align technical solutions with business needs to drive sales.* Presentation Skills: Ability to communicate complex technical concepts clearly and effectively to both technical and non-technical audiences.* Relationship Building: Strong interpersonal skills to build and maintain relationships with channel partners.* Negotiation Skills: Ability to work with partners to resolve conflicts and ensure mutual success.Tools & Technology:* CRM Systems: Experience using Customer Relationship Management (CRM) tools like Salesforce or HubSpot to track and manage partner interactions.* Sales Enablement Tools: Familiarity with sales enablement platforms and tools to support channel partners.* Technical Tools: Proficiency with technical tools relevant to the role (e.g., network analysis tools, cybersecurity tools, cloud platforms).Industry Expertise:* Strong competitor knowledge and excellent skills at de-positioning* Industry level expert, start to gain wider industry recognition (events, certs, professional network)* Obtain an advanced external certificationTeam Collaboration:* Contributes to wider technical initiatives or projects outside of the day-to-day SE role* Transfer knowledge, mentor and assist peers, and add to knowledge bases* Contributes at least once a quarter to best-practice initiatives within the region* Collaboration: Ability to work cross-functionally with sales teams, product management, engineering, and marketing.* Adaptability: Comfortable working in a fast-paced, dynamic environment with evolving technologies.* Customer-Focused: A strong customer-oriented mindset, with a focus on understanding and meeting partner and end-customer needs.**Requirements/Experience:*** Technical Sales Experience: 5+ years of experience in a technical sales role, preferably within a channel or partner ecosystem.* Industry Experience: Experience in the industry relevant to the company’s products (e.g., cybersecurity, cloud computing, networking).* Channel Experience: Experience working with or supporting channel partners, VARs (Value-Added Resellers), or distributors is highly desirable.* Product Knowledge: In-depth understanding of the company’s products, solutions, and technology stack.* Solution Architecture: Ability to design and propose solutions that meet the specific needs of partners and their customers.* Pre-Sales Engineering: Experience in conducting product demos, technical presentations* Systems Integration: Understanding of how the company’s products integrate with other systems and technologies.* Technical Troubleshooting: Strong problem-solving skills to assist partners with technical issues or challenges during the sales process.* Security and Industry depth, expert in a specific area of security or industry vertical