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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
- Advise on integrations, performance, and architectural trade-offs
- Align solutions to SOC workflows, reduce alert fatigue, and improve analyst efficiency
- 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