Darktrace

Manager

• Build and manage both channel strategy and execution aligned to your regional sales directors
• Develop, implement, and manage targeted and measurable partnership strategies and campaigns
• Work closely with the marketing and internal sales support teams to maximize partner recruitment
• Provide the manager with activity reports, channel information and forecasting information
• Actively participate in relevant technology and client industry events
• Continually analyze and review Partner Community performance data
• Develop, define, implement, continually refine and manage segmented client portfolios
• Facilitate software product knowledge sharing, operational collaboration and cross-training of all community

Regional Channel Manager

Customer Success Manager

• Managing a variety of named accounts across global customer base
• Driving adoption and outcomes leading to renewals, expansion, and advocacy
• Conducting business reviews with client executive leadership and health checks
• Presenting and demonstrating Darktrace cyber threat defense solutions
• Identifying and nurturing upsell and cross-sell opportunities
• Ensuring customers are set up for success and facilitating renewal

• Managing a variety of named accounts across our global customer base.
• Responsible for driving adoption and outcomes leading to renewals, expansion, and advocacy across your portfolio.
• Conduct business reviews with client executive leadership and health checks on the deployment to drive satisfaction and desired business outcomes.
• Present, discuss, and demonstrate Darktrace cyber threat defense solutions to CISOs and information security experts.
• Identify, nurture, and negotiate upsell and cross-sell opportunities.
• Analyze customer engagement levels to assess risk and execute action plans to progress account health.
• Manage customer escalations to resolution, leveraging cross-functional teams within the business.
• Mentor developing Customer Success Managers on the team.

Enterprise Customer Success Manager

• Serve as the point of contact for our Americas AWS and Microsoft partnerships including executive engagements and account team management.
• Develop and execute strategy, objectives and initiatives to achieve growth and revenue metrics
• Create and effectively manage pipeline and reporting on opportunities and programs
• Lead in the management of GTM activities with AWS and MS
• Manage and grow Darktrace channel partner strategy via marketplace
• Expand and elevate relationships within AWS and MS; Forge new relationships at the sales leader and business unit level promoting Darktrace
• Identify and execute against new programs and growth initiatives that benefit both Darktrace and Channel Partners and collaborate on the development of new use cases and integrations
• Develop a plan for incremental growth through the Cloud Marketplaces leveraging the channel and MSSP partner ecosystem with a regular update of that plan and its results
• Work across marketing and channel teams to develop GTM co-sell motions and demand generation programs with AWS and MS.
• Assist in business justification and plan for product and certification roadmap
• Work in alignment with Darktrace global alliance teams to manage Darktrace’s external brand within AWS and MS.

Cloud Alliances Manager

Technical Customer Success

• Act as a Darktrace and security expert and consultant to customers.
• Develop and maintain excellent, hands-on knowledge of the Darktrace solution.
• Conduct deployment discovery and architecture design reviews for existing customers.
• Work towards and maintain relevant Darktrace certifications.
• Provide consultative guidance to customers on cybersecurity priorities.
• Document and utilize the values statements and needs of Darktrace customers.
• Maintain organized and timely documentation, account administration, and updates of internal systems.
• Be mentored by and in turn provide mentorship to members of the CSE team.

Customer Success Engineer

Operations

• Qualify new MSSP partner applications and manage onboarding readiness, including contracts, certifications, enablement, and documentation.
• Activate partners in required systems once onboarding requirements are met.
• Manage the ongoing operational progression of MSSP partners post‑activation, ensuring continued compliance with program requirements.
• Track partner status, milestones, and gaps that impact revenue activation and scale.
• Own the redesign and execution of the MSSP Quote‑to‑Cash process by mapping workflows, identifying bottlenecks, and defining scalable solutions.
• Partner with Finance, Sales Ops, Partner Ops, and Salesforce teams to implement and maintain improvements.
• Act as the primary intake owner for MSSP partner deals, ensuring accurate pricing, packaging, approvals, and documentation through booking.
• Provide hands‑on support on provisioning, escalations and subscription changes to reduce rework, cycle time, and Finance.
• Maintain operational reporting on partner readiness, training completion, pipeline, and bookings performance.
• Surface trends and friction points to support process improvements and leadership decision‑making.

MSSP Partner Operations Manager

Sales Operations Manager

• Analyze sales data to identify trends, monitor performance, and generate actionable insights for leadership.
• Develop and maintain detailed reports and dashboards to track key sales metrics and provide visibility into team performance.
• Collaborate with Sales, Marketing, and Revenue Operations teams to ensure alignment on strategic goals.
• Conduct pipeline analysis to highlight bottlenecks and recommend process improvements.
• Support quota allocation and forecasting processes, ensuring data accuracy and goal alignment.
• Optimize sales processes by identifying inefficiencies and implementing scalable solutions.
• Provide insights into customer segmentation, territory management, and resource allocation strategies.
• Act as a trusted advisor to the sales team, offering recommendations to drive operational efficiency and achieve sales targets.
• Ensure compliance with policies and maintain data integrity in CRM and other sales tools.

Sales Operations Analyst

Analyst

• Use the Darktrace suite of products to prepare and present a variety of customer-facing reports
• Investigate and communicate critical information about potential threats, ongoing compromises, and retrospective analysis of incidents internally and externally to clients
• Real-time analysis of emerging threats in the SOC team
• Confidently represent Analyst work and cyber security principles both internally and externally as required
• Lead customer facing engagements
• Act as a subject matter expert
• Proactively share knowledge to mentor and guide junior professionals
• Contribute to impactful projects that require an understanding of the wider business
• Collaborate with a broad internal network to influence a variety of stakeholders at an operational level
• Identify areas for continuous improvement

Principal Cyber Analyst

Director

• Own and execute renewals for a portfolio of strategic and enterprise KEY ACCOUNTS within the AMS region, driving retention, expansion, and long‑term customer value
• Lead complex, high‑value renewal negotiations, balancing customer outcomes with commercial and revenue goals
• Carry an individual quota, including Renewal Bookings (ATR Renewal Rate) and Expansion Bookings, defined engagement metrics
• Proactively identify renewal risks and expansion opportunities, applying renewal uplift strategies to maximize outcomes
• Partner cross‑functionally with Sales, Customer Success, Finance, Legal, and executive stakeholders to align on renewal strategy and deal structure
• Establish and own operational objectives across a broad scope of responsibility, influencing company‑wide outcomes
• Make independent, high‑impact decisions that directly affect short‑term business results and renewal performance
• Build and leverage strong internal partnerships, influencing cross‑functional stakeholders without formal authority
• Stay current on industry trends, best practices, and the competitive landscape, applying insights to enhance renewal strategies and customer value

Renewals Director

• Own and execute renewals for a portfolio of enterprise accounts within the AMS region, driving retention, expansion, and long‑term customer value
• Lead complex, high‑value renewal negotiations, balancing customer outcomes with commercial and revenue goals
• Carry an individual quota, including Renewal Bookings (ATR Renewal Rate), Expansion Bookings and defined engagement metrics
• Proactively identify renewal risks and expansion opportunities, applying renewal uplift strategies to maximize outcomes
• Partner cross‑functionally with Sales, Customer Success, Finance, Legal, and executive stakeholders to align on renewal strategy and deal structure
• Make independent, high‑impact decisions that directly affect short‑term business results and renewal performance
• Stay current on industry trends, best practices, and the competitive landscape, applying insights to enhance renewal strategies and customer value

Renewals Manager

• Lead, mentor, and develop the Southwest Customer Success team, ensuring consistent excellence across all markets.
• Apply deep regional knowledge to guide customer strategy, team processes, and cross-functional alignment.
• Support career development, operational rigor, and leadership readiness across the Southwest CSM team.
• Own Gross Revenue Retention and reduce churn across the Southwest Enterprise portfolio.
• Drive customer value realization to support strong renewals and expansions.
• Maintain accurate forecasting across retention and growth KPIs.
• Champion a frictionless, value-driven customer journey across every touchpoint.
• Partner closely with Sales, Renewals, Professional Services, Success Engineering, Support, and Channel to deliver cohesive customer outcomes.
• Serve as the primary escalation point for customer issues.
• Represent the voice of customer to internal stakeholders and influence product, process, and strategic decisions.
• Implement scalable processes to support rapid growth across the Southwest Team.
• Empower the team to innovate, solve problems, and deliver exceptional customer experiences.
• Manage competing priorities with expert judgment and clarity in a dynamic, evolving environment.

Senior Manager, Customer Success

Account Executive

• Drive new business acquisition by identifying and closing net-new logo opportunities within your assigned territory.
• Develop and execute strategic sales plans to expand market presence and exceed revenue targets.
• Self-generate leads through targeted outreach, networking, and leveraging marketing and inside sales support.
• Engage and present Darktrace’s cybersecurity solutions to key stakeholders, including CISOs, IT leaders, and security professionals.
• Own the sales cycle end-to-end, from prospecting and qualifying leads to negotiating and closing deals.
• Upsell and expand within accounts by identifying additional opportunities for Darktrace’s solutions.
• Collaborate cross-functionally with technical teams, including Subject Matter Experts, Technical Account Managers, and Cyber Threat Analysts, to deliver tailored demos and Proof of Values (POVs).
• Maintain accurate pipeline management using CRM tools and provide regular sales forecasts.

Enterprise Account Executive

Solutions Engineer

• Serve as the technical lead between clients, partners, and our internal teams at Darktrace.
• Contribute to regional sales, POV, and GTM strategy.
• Discover and create prospect-specific quantifiable value statements that greatly impact deals.
• Work well with podded Account Executives and other internal stakeholders and teams.
• Be a reliable member of the local region, providing cover and support to customers and peers when needed.
• Travel regionally to client sites as permitted by health guidelines.

• Act as a Darktrace and security expert and consultant to customers.
• Develop and maintain excellent, hands-on knowledge of the Darktrace solution.
• Conduct deployment discovery and architecture design reviews for existing customers.
• Work towards and maintain relevant Darktrace certifications.
• Provide consultative guidance to customers on cybersecurity priorities and initiatives.
• Work with customers to learn their priorities and map to technical solutions.
• Document and utilize the values statements and needs of Darktrace customers.
• Utilize strong, respectful communication to form productive relationships with customers, partners, peers, and internal teams.
• Maintain organized documentation, account administration, and updates of internal systems.
• Mentor and provide mentorship to members of the CSE team on areas of expertise.

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