Director, Solutions Engineering, LATAM
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AI Summary
Darktrace is a global leader in AI-driven cybersecurity, helping organizations stay ahead of evolving threats every day.
Darktrace was built on a genuinely differentiated idea: that Adaptive AI could detect and respond to novel, real-time cyber threats. That approach matters more than ever in the era of AI. Today, our customers depend on us to stay ahead.
At Darktrace, we are energized by that responsibility. We work across teams and rally around a shared goal. We own outcomes end to end - step in, step up and see things through without waiting to be asked. We make decisions with urgency, say the hard thing, and hold each other to high standards with care and directness. We move first and learn fast anticipating where our customers are going next, continuously challenging ourselves.
We invest in the skills, learning and opportunities that help people deliver at the level their roles demand, and reward the aptitude and curiosity to grow beyond them.
Our Values: Own It | Win as One | Raise Our Bar | Move First. Learn Fast
Job Description:
About the Role
Darktrace is seeking a Director of Solutions Engineering to lead our pre-sales technical organization across Latin America. This role is responsible for regional technical sales strategy, building high-performing teams, and partnering with Sales, Channel, Marketing, and Customer Success leadership to drive growth.
As a senior leader, you will develop technical talent, improve field effectiveness, and ensure consistent execution across commercial and enterprise markets. You will serve as a trusted advisor to customers, partners, and internal stakeholders, helping organizations solve complex cybersecurity challenges with Darktrace’s AI-powered platform.
Key Responsibilities
Regional Leadership & Strategy
Execute the LATAM Solutions Engineering strategy aligned to regional business goals.
Partner with Sales Leadership to drive pipeline growth, forecast accuracy, and technical win rates.
Monitor key metrics including PoC success, conversion rates, pipeline influence, and productivity.
Identify market trends and competitive threats to influence regional strategy.
Represent LATAM in cross-functional leadership discussions.
Team Leadership & Development
Lead and develop a team of Solutions Engineering Managers and Solutions Engineers.
Foster a culture of accountability, collaboration, and technical excellence.
Recruit, retain, and develop top talent while creating growth opportunities.
Drive coaching, succession planning, and performance management.
Champion Darktrace values and leadership principles.
Revenue & Customer Impact
Support acquisition, retention, and expansion strategies with Sales and Customer Success teams.
Engage directly in strategic opportunities and complex enterprise sales cycles.
Guide technical deal strategy and risk mitigation.
Support executive briefings, customer engagements, and POV initiatives.
Ensure consistent articulation of business value and competitive differentiation.
Technical Excellence & Innovation
Establish technical standards and best practices across LATAM.
Drive excellence in discovery, demonstrations, evaluations, and validation activities.
Promote adoption of MEDDPICC and technical qualification frameworks.
Partner with Product and Engineering teams to provide market feedback.
Advance innovation in technical storytelling, automation, and customer engagement.
Channel & Ecosystem Development
Strengthen technical relationships with distributors, resellers, MSSPs, and strategic partners.
Develop partner enablement programs that expand technical capability and reach.
Support joint business planning and partner-driven growth initiatives.
Act as executive sponsor for key partner relationships across LATAM.
Cross-Functional Collaboration
Partner with Sales, Customer Success, Product, Marketing, and Operations leaders to achieve business objectives.
Improve processes that increase scale, efficiency, and customer outcomes.
Align regional priorities with global initiatives.
Promote transparency and collaboration across teams.
Qualifications & Experience
Required
10+ years in Solutions Engineering, Sales Engineering, Technical Account Management, or similar customer-facing technical roles.
4+ years leading regional pre-sales or solutions engineering teams.
Strong background in cybersecurity, networking, cloud, SaaS, or enterprise technology.
Proven success building high-performing technical organizations.
Experience partnering with executive sales leadership on strategy and planning.
Strong understanding of enterprise sales methodologies and complex deal cycles.
Experience operating across multiple countries and cultures within LATAM.
Excellent communication, coaching, and executive presentation skills.
Fluency in English and Spanish.
Ability to travel throughout the LATAM region as needed - up to 30%.
Preferred
Experience with channel-led go-to-market models.
Knowledge of SIEM, SOAR, XDR, EDR, cloud security, and AI-driven cybersecurity platforms.
Experience supporting enterprise and strategic accounts.
Portuguese proficiency.
Relevant cybersecurity, cloud, or AI certifications.
Success Measures
Build a high-performing Solutions Engineering organization across LATAM.
Increase technical win rates and accelerate regional growth.
Strengthen executive relationships with customers and partners.
Develop scalable technical sales processes and best practices.
Build a team of trusted advisors within LATAM Solutions Engineering.
Serve as a strategic partner to regional leadership.
This role reports to the VP, Solutions Engineering Americas and works closely with regional sales, partner, and customer success leadership teams.
Benefits:
18 days annual leave
100% medical and dental insurance
Life Insurance
Employee Assistance Program
As a growing business strengthening its governance and controls, this role plays a part in supporting high standards of integrity and accountability.
Darktrace is an Equal Opportunity Employer. We consider all qualified applicants for employment without regard to race, color, religion, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender identity or expression, national origin, age, disability, genetic information, marital status, veteran or military status, or any other characteristic protected by applicable federal, state, or local law.
Darktrace is committed to providing reasonable accommodations to qualified individuals with disabilities in accordance with applicable laws. If you require a reasonable accommodation to participate in the application or interview process, please contact your Talent Partner.
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