Darktrace

• 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 Solutions Engineers, 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.

• Develop a phased CX Metrics dashboard strategy. Start by delivering initial core metrics for each CCO function (Professional Services, Customer Success, Analyst Services, Support) and then build out a more robust dashboard and insights framework over time • Investigate and map CX data across multiple systems (including Salesforce, Gong, and proprietary applications) to identify which fields and field combinations are needed to produce each desired metric • Partner with IT, Application, and Data Warehouse teams to get access to source data, while owning the CX-layer logic for how that data is structured, transformed, and used for operational reporting • Perform hands-on data transformation and cleansing as an interim solution for immediate business needs and migrate to the data warehouse solution as that source evolves to meet the business needs • Design and build automated dashboard feeds that pull data from multiple systems into a single view of CX leading indicators and performance metrics • Become the CX organization's go-to person on data lineage, data quality, and source-system quirks. Proactively identify and resolve data integrity issues that affect metric accuracy • Work through ambiguous data situations by talking to people across departments, piecing together undocumented logic, and documenting the resulting data definitions and calculation methods • Share insights and recommendations from the dashboards with CX leaders and functional teams. This role is not just about building reports; we need you to surface trends, flag anomalies, and identify opportunities for improvement • Build and maintain a CX metrics catalog that documents the standard metrics for each CCO function, what they measure, where the data comes from, and how often it refreshes • Work with Revenue Operations, Data & Analytics, and Business Systems teams as a consumer and partner (not a substitute), making sure CX-specific reporting and insights needs are met without duplicating what those teams already provide • Leverage AI tools to accelerate data exploration, automate repetitive transformation tasks, and generate initial drafts of analyses or documentation

• Serve as the technical lead between clients, partners, and our internal teams at Darktrace. • Deliver value stories to customers based on direct, market-recognized experience. • Contribute to global sales, POV, and GTM strategy. • Map technical pain points to business-value ROI that impacts commercial process. • Support peers as a subject matter expert and impact player. • Enable those around you on discovery, metrics, and success criteria. • Key contributor to regional POV strategy and wider technical initiatives or projects outside of the day-to-day SE role. • Travel regionally to client sites as permitted by health guidelines.

• Identify, develop, and close business opportunities • Own the full sales cycle for enterprise-level accounts • Establish and work with partners in your territory • Present and demonstrate Darktrace's cyber threat defense solutions to CISOs and information security experts • Attend marketing events and security conferences

• 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.

• 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.