Director, Solutions Engineering, LATAM

Darktrace•Austin, TX

12d•Hybrid

About The Position

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.

Requirements

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%.

Nice To Haves

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.

Responsibilities

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.
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.
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.
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.
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.
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.