Senior Partner Solutions Engineer
Darktrace
full-time
Posted on:
Location Type: Remote
Location: California • United States
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Job Level
Tech Stack
About the role
- Understanding of channel sales strategies, partner ecosystems, and how to enable partners for success.
- Leveraging relationships you have established with WWT.
- Awareness of industry trends, competitor offerings, and emerging technologies.
- Ability to align technical activities with the goal of driving revenue growth through the channel.
- Understanding the use of MEDDPPIC.
- Deeply understand customer pain, from real-world experience or long-term customer experience.
- Ability to critically discovery pain.
- Successful creation and use of M1 and M2 metrics.
- Ability to guide prospect towards the advantageous success criteria.
- Understanding of the sales cycle and how to align technical solutions with business needs to drive sales.
- Ability to communicate complex technical concepts clearly and effectively to both technical and non-technical audiences.
- Strong interpersonal skills to build and maintain relationships with channel partners.
- Ability to work with partners to resolve conflicts and ensure mutual success.
- Experience using Customer Relationship Management (CRM) tools like Salesforce or HubSpot to track and manage partner interactions.
- Familiarity with sales enablement platforms and tools to support channel partners.
- Proficiency with technical tools relevant to the role (e.g., network analysis tools, cybersecurity tools, cloud platforms).
- 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 certification.
- 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.
- Ability to work cross-functionally with sales teams, product management, engineering, and marketing.
- Comfortable working in a fast-paced, dynamic environment with evolving technologies.
- A strong customer-oriented mindset, with a focus on understanding and meeting partner and end-customer needs.
Requirements
- 5+ years of experience in a technical sales role, preferably within a channel or partner ecosystem.
- Experience in the industry relevant to the company’s products (e.g., cybersecurity, cloud computing, networking).
- Experience working with or supporting channel partners, VARs (Value-Added Resellers), or distributors is highly desirable.
- In-depth understanding of the company’s products, solutions, and technology stack.
- Ability to design and propose solutions that meet the specific needs of partners and their customers.
- Experience in conducting product demos, technical presentations.
- Understanding of how the company’s products integrate with other systems and technologies.
- 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.
Benefits
- 100% medical, dental and vision insurance, plus dependents
- Paid parental leave
- Pet insurance
- Discount Life insurance
- Commuter benefits
- 401(k)
- Employee Assistance Program
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
channel sales strategiesMEDDPPICM1 metricsM2 metricsCustomer Relationship Management (CRM)network analysis toolscybersecurity toolscloud platformstechnical presentationsproduct demos
Soft Skills
interpersonal skillsproblem-solving skillscommunication skillsmentoringconflict resolutioncustomer-oriented mindsetcross-functional collaborationrelationship buildingcritical discoveryadaptability
Certifications
advanced external certification