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: As a Senior Solutions Engineer at Darktrace, you will play a pivotal role in our Go-to-Market team. This dynamic and rewarding position requires a mix of technical expertise, cybersecurity passion, and sales acumen. You will engage in both pre-sales and post-sales processes, collaborating closely with an account team to convert opportunities into success stories. In this role, you will serve as the technical lead to partners, and our internal teams, providing expert guidance and support. Your responsibilities will include developing and maintaining direct relationships with critical/high-value partners and customers, delivering value stories based on market-recognized experience, and contributing to global sales and GTM strategy. You will also be responsible for winning POVs against competitors, running custom POVs, closing full platform deals, and achieving above-average revenue and enabling the channel to replicate these efforts. We value experience in customer-facing technical roles and provide extensive training to build new skills. Enthusiastic individuals with a strong team mindset, ready to make an impact in this high-growth environment, are encouraged to apply. Please note that experience in cybersecurity or networking is required for this role. Key Duties & Responsibilities: - 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. - Develop and maintain direct relationships with critical/high-value customers. - Discover and create prospect-specific quantifiable value statements that greatly impact deals. - 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, and potentially internationally, to client sites as permitted by health guidelines. Qualifications & Experience: - 8+ years in a sales engineering role - Experience in cybersecurity is required. - Advanced and recognized global industry expert. - Strong knowledge in both on-premises and cloud networking and technologies. - Ability to consult at all levels (C-level, SOC, engineers, buyers, etc.). - Experience in presenting highly technical Network Security Solutions to Clients and Channel Partners within region. - Hands-on experience in one or more of the following areas: Cloud Security, Email Security, Application Security, Operational Technology, External Attack Surface Management, and Incident Response is highly desirable. - Proven track record of developing and nurturing relationships with Partners’ technical and sales resources. - Able to demonstrate how a Sales Engineer should establish new Channel Driven pipeline, educate on customer technical criteria/outcomes, and address competitive market advantages. - Highly autonomous, able to develop resources to run specialized projects outside of day-to-day operational capacity. - Very impactful within early-stage meetings and with C-level. - Proven and consistent long-term ability to drive new business. - Passion for staying updated with the latest cybersecurity trends and a willingness to continuously develop your skillset. - Master’s or bachelor’s degree from an accredited university. Benefits: - 100% medical, dental and vision insurance, plus dependents - Paid parental leave - Pet insurance Discount - Life insurance - Commuter benefits - 401(k) - Employee Assistance Program

• Develop concept system designs to include robot counts, productivity estimates and description of operations. • Provide technical support and insight on discovery and roadmap calls. • Facilitate system demonstrations and site visits for prospects. • Perform data analysis to assess requirements. • Support the sales team in proposal development to include ROI and savings estimates. • Support implementations with customer’s technical staff. • Provide technical context in competitive comparison calls. • Represent Locus Robotics in onsite customer visits and at trade shows. • Other responsibilities as required.

Role Description Join Us as a Partner Solutions Architect! At ORBCOMM, we’re looking for a Partner Solutions Architect who thrives in a collaborative, fast-paced environment and is passionate about helping strategic partners build and scale innovative technology solutions powered by ORBCOMM. In this hybrid technical and commercial role, you’ll work closely with our OEM and VIACHAIN reseller partners, ensuring seamless integration of ORBCOMM solutions into their product offerings while helping partners scale successfully and bring new connected solutions to market. You’ll serve as a trusted advisor—someone who can confidently engage with engineering, product, and commercial teams while driving long-term partnership success. This role will be based remotely out of Japan. Enjoy the freedom of remote work while simultaneously traveling to key customer locations. What You’ll Do - Acting as a trusted technical advisor to OEM and reseller partners, building strong working relationships with engineering, product, and commercial teams. - Supporting partners in integrating ORBCOMM solutions into their product offerings, ensuring seamless functionality and alignment with their platforms. - Ensuring ORBCOMM technology remains embedded, reliable, and aligned with the partner’s brand and customer experience. - Serving as the first line of technical engagement for partner questions, proactively addressing product and solution feature inquiries. - Working cross-functionally with ORBCOMM engineering, product, and commercial teams to resolve challenges and drive successful outcomes. - Developing a deep understanding of each partner’s product roadmap and business strategy, proactively aligning ORBCOMM solutions to support upcoming product launches and future platform capabilities. - Identifying opportunities to expand the use of ORBCOMM technology within partner ecosystems, helping partners unlock new capabilities, services, and revenue opportunities. Qualifications - 5-8+ years of experience in a customer-facing technical role such as Solutions Architect, Solutions Engineer, Technical Account Manager, or Customer Success Engineer. - Experience working with OEMs, resellers, or strategic technology partners. - Proven ability to support integration and scaling of third-party technology solutions. - Comfortable operating at the intersection of engineering and business, translating complex technical capabilities into strategic value for partners. - Strong understanding of technical products and solution architecture. - Ability to collaborate effectively with engineering, product, and commercial teams. - Excellent communication and relationship-building skills. - A proactive, solution-oriented mindset with the ability to anticipate customer needs. - Industry experience in IoT, telematics, or connected technology is preferred. - Leverage AI-enabled tools and automation to support daily tasks and productivity. - Commitment to continuous learning in digital and AI literacy. Benefits - A competitive, locally relevant benefits package designed to support our employees around the world. - Health and wellness coverage. - Paid time off. - Retirement or savings programs. - Flexible work arrangements. - Insurance coverage. - Lifestyle perks. - Access to employee discounts.

• Outcome based focus - Able to consult customer and partners on alignment of outcomes and business solutions at a global enterprise level. • Uncovers and articulates critical success factors necessary for the customer to acquire, implement, and utilize a solution. • Scope Verification – Analyze, design and develop a software solution implementation plan based upon current vs. future state of the customer’s business. • Prescriptive in recommending solution designs and implementation approach to optimize value for customer with PTC solutions. • Advisory Services – Position and recommend PTC’s adoption and advisory services to support partners in developing credible SOWs. • Deal Management - Effectively manages and closes complex sales cycles from business champion to c-suite (CIO/CEO) level.