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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in Solutions Engineering and technical account management within cybersecurity and SaaS environments, with a strong focus on driving customer growth through strategic account planning and solution design. Proficient in aligning technical solutions with business outcomes and enhancing customer engagement through consultative selling.
Highest-signal resume keywords
Solutions Engineering ExperienceCloud Architecture KnowledgeCybersecurity ExpertiseConsultative Selling SkillsAI Technology Understanding
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Networking KnowledgeCloud (AWS/Azure/GCP)Security ArchitectureUse Case DevelopmentTechnical Strategy DesignIntegration AdvisoryPerformance OptimizationSOC Workflow AlignmentMEDDPICC MethodologyAccount Expansion
Soft Skills
Strong CommunicationAnalytical SkillsConsultative Skills
Tools & Technologies
SIEMSOAREDRXDR
Certifications & Qualifications
Cloud CertificationsSecurity CertificationsAI Certifications
Industry Keywords
Cyber ResilienceCustomer LifecycleTechnical WhitespaceProactive Security OperationsHybrid Environments
Tech Stack
Tools & technologiesAWSAzureCloudCyber SecurityGoogle Cloud Platform
About the role
Key responsibilities & impact- Partner with Expansion Account Executives and Technical Success Managers to drive growth within existing customers
- Lead the technical expansion process through discovery, solution alignment, use case development, and value realization
- Shape account strategy, uncover growth opportunities, and demonstrate measurable outcomes across the customer lifecycle
- Help customers strengthen cyber resilience, expand platform utilization, and maximize Darktrace’s impact across their environments
- Lead technical strategy for upsell, cross-sell, and renewals
- Identify expansion opportunities, risks, and technical whitespace
- Build credibility with Security, IT, and Cloud stakeholders
- Conduct ongoing discovery of customer environments, threats, and adoption gaps
- Translate insights into new use cases and expansion opportunities using MEDDPICC
- Align solutions to business outcomes, ROI, and success metrics
- Expand and optimize deployments across Darktrace’s core and cross-platform products
- Design scalable solutions across hybrid, multi-cloud, and existing security stacks
- Advise on integrations, performance, and architectural trade-offs
- Align solutions to SOC workflows, reduce alert fatigue, and improve analyst efficiency
- Advance customers toward proactive, AI-driven security operations
- Engage technical and executive stakeholders with tailored messaging
- Translate capabilities into business value and influence decisions through consultative conversations
- Partner with AEs on opportunity qualification, deal strategy, and forecasting
- Support account planning, QBRs, and prioritization of high-impact initiatives
- Collaborate with Customer Success, Professional Services, Support, Product, and Engineering
- Drive adoption, resolve challenges, and provide product feedback
Requirements
What you’ll need- Experience in Solutions Engineering, pre-sales, or technical account roles (cybersecurity/SaaS)
- Strong knowledge of networking, cloud (AWS/Azure/GCP), 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
Benefits
Comp & perks- 100% medical, dental and vision insurance, plus dependents
- Paid parental leave
- Pet insurance Discount
- Life insurance
- Commuter benefits
- 401(k)
- Employee Assistance Program