[Remote] Senior Pre-Sales Solution Engineer - Federal

Note: The job is a remote job and is open to candidates in USA. DTEX Systems is hiring a Senior Solutions Engineer to support Federal customers through technical sales discussions, product demonstrations, threat analysis, and proof-of-value evaluations. The role also provides pre- and post-sales support and contributes to sales enablement resources and the development of DTEX’s insider risk and security solutions.

Responsibilities

• Drive and own the complete POV lifecycle from scoping through execution and closure, ensuring successful delivery of customer-specific use cases and measurable outcomes
• Prepare comprehensive post-POV analysis and reports that highlight DTEX's unique value for multiple stakeholders, demonstrating clear ROI and security posture improvements
• Effectively communicate complex technical concepts across all organizational levels and personas (IT, Security, HR, Legal, etc.)
• Work with sales team to develop comprehensive sales and customer support plans
• Act as trusted advisor during presales solution design and implementation
• Coordinate with cross-functional groups (Sales, Customer Success, Engineering, Marketing, Product Management, etc.) for customer opportunities
• Travel within designated region
• Create and maintain SE team resources:
• Enablement videos
• Demo scenarios
• Technical collateral: E.g., Documentation / Whitepapers, etc
• Contribute proactively to strengthening the team's collective capability
• Conduct regular customer assessments to evaluate policy effectiveness to assure value is being realized
• Research and analyze emerging threat trends and patterns
• Test and simulate insider risk use case scenarios to strengthen DTEX solution capabilities
• Evaluate new version enhancements by researching the latest trends
• Proactively identify and communicate platform improvement opportunities to cross-functional teams
• Recommend process and product improvements, report bugs, raise features requests, etc
• Monitor and interpret emerging AI‑related risks and their impact on insider threat, data protection, and user behavior
• Evaluate how customer adoption of AI tools (agentic workflows, copilots, automation platforms) influences security posture and POV success criteria
• Provide feedback to Product and Engineering on opportunities to enhance AI‑related detections, governance guidance, and customer best practices

Skills

• For this Federal role, the SE must bring proven experience supporting DoD, Federal Civilian, and Intelligence Community missions
• Comprehensive understanding of Insider Risk Management (IRM):
• Deep knowledge of insider risk scenarios and mitigation strategies
• Experience with IRM platforms and competitive solutions
• Understanding of IRM buyer personas and their unique challenges
• Familiarity with IRM market trends and competitive landscape
• Deep technical knowledge with 5+ years' experience with:
• Cloud platforms (Azure / AWS / GCP)
• Endpoint / Network / System Security
• DLP, UAM and UBA
• SIEM platforms and integration
• Metadata systems
• CASB
• Understanding of the emerging threat landscape related to agentic AI and AI‑assisted user behavior
• Awareness of how AI tools impact enterprise environments, including data protection, governance requirements and access-control considerations
• Familiarity with responsible AI usage concepts and enterprise AI governance frameworks
• Ability to discuss AI‑related risks, controls, and use cases with both technical and non‑technical stakeholders
• Deep understanding of MITRE ATT&CK framework, Lockheed Martin Kill Chain, and variants
• Ability to maintain an active lab environment including, but not limited to the following:
• Virtual Environments (KVM, ESXi, etc.)
• Windows Endpoints and Servers
• Linux Endpoints and Servers
• Threat simulation and scenario capabilities
• Light Python scripting
• Demonstrates commitment to continuous self-education
• Minimum 3 recent courses/certifications within the past 12 months
• Enterprise technical pre-sales experience
• Self-starter with proven ability to drive revenue goals independently
• Converting POVs to closed deals and long-term customer success
• Building compelling POV success criteria aligned with business objectives
• Creating POV strategies that accelerate sales cycles
• Written and verbal communication
• Problem-solving complex technical challenges
• Delivering professional RFI/RFP responses
• Working with C-suite executives
• Serving as trusted advisor to Enterprise accounts
• Building long-term customer relationships
• Have or have had (TS//SCI) security clearance
• Demonstrated success selling into and supporting U.S. Federal agencies, including:
• Department of Defense (DoD)
• Federal Civilian Agencies
• Intelligence Community (IC)
• Proven ability to navigate Federal pre-sales processes and compliance requirements
• Experience supporting mission‑critical environments with strict security, governance, and operational constraints
• Strong understanding of Federal frameworks, e.g., FedRAMP, STIG hardening, etc
• Active security clearance in good standing preferred
• Experience using AI tools (coding assistants, copilots, automation agents) to improve efficiency is a strong plus

Benefits

• Growth & Development – We believe in lifelong learning and provide opportunities for continuous professional development.
• Flexibility – Work in a hybrid or remote environment that balances collaboration with autonomy.
• Equity participation
• Health and wellness benefits
• Generous time-off policies

Company Overview