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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 the cybersecurity and SaaS domains, with a strong focus on driving customer growth through strategic upselling and cross-selling. Proficient in aligning technical solutions with business outcomes and leveraging AI technologies to enhance security operations.
Highest-signal resume keywords
Solutions EngineeringCybersecurity/SaaS ExperienceNetworking and Cloud KnowledgeSOC Tools FamiliarityAI Technologies 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
Account ExpansionSolution DesignTechnical StrategyUse Case DevelopmentValue RealizationIntegration AdvisoryPerformance OptimizationArchitectural Trade-offsROI AlignmentThreat Discovery
Soft Skills
Strong CommunicationAnalytical SkillsConsultative SellingStakeholder InfluenceTailored Messaging
Tools & Technologies
SIEMSOAREDRXDRNGFWHybrid CloudMulti-CloudSecurity StacksDarktrace ProductsSOC Workflows
Certifications & Qualifications
Cloud CertificationsSecurity CertificationsAI Certifications
Industry Keywords
CybersecuritySaaSNetworkingCloud ComputingAI TechnologiesCustomer SuccessTechnical Account ManagementExpansion OpportunitiesValue MetricsConsultative Approach
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
- 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 including SIEM, SOAR, EDR, and NGFW
- Advise on integrations, performance, and architectural trade-offs
- Align solutions to SOC workflows including triage, investigation, and response
- 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 including ROI, efficiency, and risk reduction
- Influence decisions through consultative, insight-driven conversations
- Partner with Account Executives on opportunity qualification, deal strategy, and forecasting
- Support account planning, QBRs, and prioritization of high-impact initiatives
- Work 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 in 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
- Skills, learning and development opportunities