Summary

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 Description:

As a Solutions Engineer on the Expansion Team, you will partner with Expansion Account Executives and Technical Success Managers to drive growth within existing customers, leading the technical expansion process through discovery, solution alignment, use case development, and value realization.

As a trusted technical advisor, you will shape account strategy, uncover growth opportunities, and demonstrate measurable outcomes across the customer lifecycle. Through deep technical engagement and strong stakeholder relationships, you will help customers strengthen cyber resilience, expand platform utilization, and maximize the impact of Darktrace across their environments.

Key Responsibilities

Technical Ownership & Account Growth

• Lead technical strategy for upsell, cross-sell, and renewals

• Identify expansion opportunities, risks, and technical whitespace

• Build long-term credibility with Security, IT, and Cloud stakeholders

Discovery & Value Expansion

• Conduct ongoing discovery of customer environments, threats, and adoption gaps

• Translate insights into new use cases and expansion opportunities (MEDDPICC)

• Align solutions to business outcomes, ROI, and success metrics

Solution Design & Architecture

• Expand and optimize deployments across all of Darktrace's core platform products and cross-platform products.

• Design scalable solutions across hybrid, multi-cloud, and existing security stacks (SIEM, SOAR, EDR, NGFW)

• Advise on integrations, performance, and architectural trade-offs

Operational Impact (SOC Alignment)

• Uncover and align solutions to SOC workflows (triage, investigation, response)

• Reduce alert fatigue and improve analyst efficiency

• Advance customers toward proactive, AI-driven security operations

Customer Engagement & Value Selling

• Engage technical and executive stakeholders with tailored messaging

• Translate capabilities into business value (ROI, efficiency, risk reduction)

• Influence decisions through consultative, insight-driven conversations

Pipeline & Account Strategy

• Partner with AEs on opportunity qualification, deal strategy, and forecasting

• Support account planning, QBRs, and prioritization of high-impact initiatives

Cross-Functional Collaboration

• Work with Customer Success, Professional Services, Support, Product, and Engineering

• Drive adoption, resolve challenges, and provide product feedback

Skills & Experience

• Experience in Solutions Engineering, pre-sales, or technical account roles (cybersecurity/SaaS)

• Strong knowledge of networking, cloud (AWS/Azure/Google Cloud Platform), and security architectures

• Familiarity with SOC tools (SIEM, SOAR, EDR/XDR) and complex environments

• Proven ability to expand accounts, design solutions, and influence stakeholders

• Strong communication, analytical, and consultative selling skills

• 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.

• Compensation: up to $240,000 OTE