Darktrace

• Act as a Darktrace and security expert and consultant to customers. • Develop and maintain excellent, hands-on knowledge of the Darktrace solution. • Conduct deployment discovery and architecture design reviews for existing customers. • Work towards and maintain relevant Darktrace certifications. • Provide consultative guidance to customers on cybersecurity priorities and initiatives. • Work with customers to learn their priorities and map to technical solutions. • Document and utilize the values statements and needs of Darktrace customers. • Utilize strong, respectful communication to form productive relationships with customers, partners, peers, and internal teams. • Maintain organized documentation, account administration, and updates of internal systems. • Mentor and provide mentorship to members of the CSE team on areas of expertise.

• Manage a portfolio of existing Darktrace customers to maximize their utility from Darktrace deployments and grow their Annual Recurring Revenue (ARR). • Report to the Director of Customer Success and collaborate with Sales, Technical Resources, and Cyber Threat Analysts. • Conduct business reviews with client executive leadership and health checks on the deployment to drive satisfaction and desired business outcomes. • Present, discuss, and demonstrate Darktrace cyber threat defense solutions to CISOs and information security experts as required. • Identify, nurture, and negotiate upsell and cross-sell opportunities by aligning our suite of products to our customers’ evolving use cases and needs. • Ensure customers are set up for success and facilitate the renewal at the end of the subscription term. • Analyze customer engagement levels to assess risk and execute action plans to progress account health. • Manage customer escalations to resolution, leveraging cross-functional teams within the business. • Mentor developing Customer Success Managers on the team by sharing best practices and helping ramp up new team members. • Build strategic partnerships with Renewal Directors, Sales, Cyber Technology Specialists, and other internal teams to drive alignment and develop tailored solutions for complex accounts.

• Ensure Darktrace is deployed, integrated, and optimized to the highest standards • Assist customers with deploying Darktrace technology within network, cloud, OT, and email environments • Lead and become a trusted advisor to key customers in their security infrastructure design and planning • Complete deployment projects on or before expected Service Level Objectives (SLOs) • Integrate new systems into existing network architecture • Manage customer support tickets to assist with technical issues • Proactively engage with customers to help maintain a healthy deployment • Maintain and enhance communication between all go-to-market teams, including sales, customer success, and operations

• Achieve quarterly revenue targets through the acquisition of new accounts and maintenance of existing accounts within your assigned territory. • Identify, develop, and qualify leads; self-sourcing efforts will be supplemented by regional support from Marketing, Inside Sales, and Channel teams. • Present and demonstrate Darktrace cyber threat defense solutions to information security experts and C-level executives. • Create proposals and negotiate contracts to meet client needs. • Coordinate with cross-functional teams, including Darktrace Subject Matter Experts, Technical Account Managers, and Cyber Threat Analysts, to deliver tailored solutions and Proof of Values (POVs) to prospective customers. • Monitor market trends to advise clients strategically, aiming to drive sales growth and customer satisfaction. • Act as a mentor to less experienced team members, sharing best practices and helping them develop their skills.

• Drive new business acquisition by identifying and closing net-new logo opportunities within your assigned territory. • Develop and execute strategic sales plans to expand market presence and exceed revenue targets. • Self-generate leads through targeted outreach, networking, and leveraging marketing and inside sales support. • Engage and present Darktrace’s cybersecurity solutions to key stakeholders, including CISOs, IT leaders, and security professionals. • Own the sales cycle end-to-end, from prospecting and qualifying leads to negotiating and closing deals. • Upsell and expand within accounts by identifying additional opportunities for Darktrace’s solutions. • Collaborate cross-functionally with technical teams, including Subject Matter Experts, Technical Account Managers, and Cyber Threat Analysts, to deliver tailored demos and Proof of Values (POVs). • Maintain accurate pipeline management using CRM tools and provide regular sales forecasts.

• Designing and proposing solutions for channel partners. • Conducting product demos and providing technical support. • Understanding of channel sales strategies and partner ecosystems. • Awareness of industry trends, competitor offerings, and emerging technologies. • Aligning technical activities with revenue growth goals. • Building and maintaining relationships with channel partners. • Resolving conflicts and ensuring mutual success with partners. • Using CRM tools to track and manage partner interactions. • Collaborating cross-functionally with sales, product management, engineering, and marketing teams. • Comfortable working in a fast-paced, dynamic environment.

• Own and exceed quarterly and annual revenue targets by acquiring new customers and expanding existing relationships within your assigned territory. • Proactively identify, engage, and develop net-new business opportunities through outbound prospecting, networking, and strategic account targeting. • Manage complex, multi-stakeholder sales cycles, engaging executive decision-makers (CISOs, CTOs, CIOs) and security professionals to position Darktrace as a must-have solution. • Develop and execute account strategies that drive long-term value and revenue growth. • Independently lead sales negotiations, structure deals, and manage contract discussions to successful closure. • Leverage deep industry knowledge to serve as a trusted advisor, helping prospects and customers navigate evolving cybersecurity challenges. • Collaborate cross-functionally with Technical Account Managers, Cyber Threat Analysts, and Product teams to deliver compelling Proof of Values (POVs) and tailored solutions. • Maintain an accurate pipeline and forecast in CRM, ensuring transparency and accountability for business objectives. • Act as a mentor and leader within the sales team, sharing best practices and contributing to the overall sales strategy.

• Drive revenue growth through new business acquisition and upsell opportunities within a defined territory, targeting a named account list of companies with revenues ranging from $1B to $5B+. • Build and maintain a robust sales pipeline through proactive outbound prospecting, strategic partnerships with regional channel partners, and close collaboration with the marketing team. • Deliver compelling presentations and product demonstrations of Darktrace’s cyber threat defense solutions to both technical stakeholders and C-level executives. • Lead and coordinate Proof of Value (POV) engagements in partnership with Darktrace Subject Matter Experts, Technical Solution Engineers, and Cyber Threat Analysts. • Influence enterprise-wide buying decisions by engaging with senior executives, including CISOs, CIOs, and other key stakeholders. • Collaborate cross-functionally with internal teams such as product, legal, and customer success to ensure seamless onboarding and long-term customer value. • Represent Darktrace at industry events, conferences, and executive briefings, contributing to thought leadership and market visibility.

• Handle the full sales cycle for enterprise-level accounts • Establish and work with partners • Present and demonstrate cyber threat defense solutions to CISOs and information security experts • Attend marketing events and security conferences • Close large deals with support from a dedicated SDR team

• Achieve quarterly revenue targets through the acquisition of new accounts within your assigned territory. • Identify, develop, and qualify leads; self-sourcing efforts will be supplemented by regional support from Marketing, Inside Sales, and Channel teams. • Present and demonstrate Darktrace cyber threat defense solutions to information security experts and C-level executives. • Partner closely with Darktrace Subject Matter Experts, Technical Account Managers and Cyber Threat Analysts who will support you in delivering Proof of Values (POVs) to prospective customers.