Solutions Engineering Manager - Enterprise TOLA

Darktrace is a global leader in AI for cybersecurity, providing an essential cybersecurity platform that protects organizations from unknown threats. They are seeking a Solutions Engineering Manager to lead the pre-sales technical team across the TOLA region, focusing on driving technical excellence and supporting revenue growth while coaching and mentoring the team.

Responsibilities:

• Leading, coaching, and empowering a pre-sales engineering team supporting Enterprise & Mid‑Market customers across the TOLA territory, with a focus on continuous development, clear expectations, and high accountability
• Building and executing territory strategies in partnership with regional Sales and Channel leadership, ensuring alignment across go-to-market motions
• Leveraging extensive channel experience to strengthen relationships within the partner ecosystem—empowering partners, supporting joint business, and amplifying technical value in the field
• Driving a high‑performance culture by monitoring KPIs, refining technical excellence, and implementing strategies to exceed POV, partner-influenced, and direct sales targets
• Providing strategic technical guidance throughout the customer lifecycle, collaborating closely with Sales and Customer Success teams to support acquisition, expansion, and retention motions
• Leading talent development: recruiting top technical talent, providing structured coaching and mentorship, and managing performance to ensure team and individual success

Requirements:

• Experience managing a regional pre-sales engineering team within a software or SaaS organization, supporting both Enterprise and Mid‑Market accounts
• Strong background working closely with the channel, including established relationships across the TOLA partner ecosystem and a deep understanding of channel-led go-to-market models
• Prior hands-on experience as a Sales Engineer or Technical Account Manager; cybersecurity experience strongly preferred
• Strong technical foundation across on‑premise and cloud networking architectures
• In-depth, hands-on understanding of cybersecurity tools, technologies, architectures, email and network infrastructure, and the evolving threat landscape
• Exceptional communication skills with the ability to influence, educate, and build trust at all levels—internally, with customers, and with partners
• Demonstrated success mentoring, coaching, and developing high‑performing technical teams
• Familiarity with modern sales methodologies (e.g., MEDDPICC) highly preferred