Solutions Engineer

3 weeks ago

Melbourne, Victoria, Australia Darktrace Full time

Darktrace is a global leader in AI for cybersecurity that keeps organizations ahead of the changing threat landscape every day. Founded in 2013, Darktrace provides the essential cybersecurity platform protecting nearly 10,000 organizations from unknown threats using its proprietary AI. The Darktrace Active AI Security Platform delivers a proactive approach to cyber resilience to secure the business across the entire digital estate – from network to cloud to email. Breakthrough innovations from our R&D teams have resulted in over 200 patent applications filed. Darktrace's platform and services are supported by over 2,400 employees around the world. To learn more, visit http://www.darktrace.com .

Job Description:

The Solutions Engineer is a skilled individual contributor who leverages their previous pre-sales experience. You'll work independently with some oversight, solving problems, adapting to change, and making proactive decisions. You'll mentor team members and may coordinate team activities, completing career-related qualifications as a step toward management.

You'll win bake-off POVs, sell our products, run custom POVs, and achieve above-average revenue while demonstrating pipeline hygiene. Position Darktrace's value, adjust presentations for different audiences, and achieve Level 1 in Product Specialism. This role offers personal growth and career advancement opportunities as we expand our technical team. Your contributions to sales, POV strategy, and technical initiatives will be crucial to our success.

Key Duties & Responsibilities

  • Experienced individual contributor, demonstrating capability in their role
  • Join and impact first meetings.
  • Review pipeline, workload, POV success to drive quota attainment.
  • Spot, communicate, and drive deal opportunities.
  • Have real world customer success stories.
  • Proactively spot prospect and customer issues, and communicate them appropriately.
  • Understand prospect and customer pain, from real world examples.
  • Run insightful discovery across the product platform, feeding into the success criteria of your POVs.
  • Run insightful discovery across the product platform, feeding into the success criteria of your POVs
  • Utilize MEDDPPIC metrics and create/source customer metric when required.
  • Demonstrated the long-term building of trust for prospect and customer relationships.
  • Proactively spot prospect and customer issues and communicate them appropriately.
  • Slick handovers and utilization of internal; teams.
  • Speak at regional marketing events.
  • Gain product depth, across all products and complete Product Specialist 2 in a particular product.
  • Gain product breadth, such as in troubleshooting, integrations and custom setups.
  • Understand and communicate how the platform ties together.
  • Deep understanding of standard and non-standard products uses and workflows.
  • Be able to deposition key players that we can compete against.

Qualifications & Experience

  • 3+ years as SE outside the org or excellent performance as SE 1
  • Demonstrate pipeline hygiene
  • Deep knowledge of the security industry's products and terminology.
  • Have completed all internal certifications
  • Have achieved Level 1 in Product Specialism
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