[Remote] Senior Pre-Sales Solution Engineer – Northeast

Note: The job is a remote job and is open to candidates in USA. DTEX is hiring a Senior Solutions Engineer to support pre-sales and post-sales customer, partner, and sales-team needs. The role leads technical discussions, product demonstrations, threat analysis, and proof-of-value evaluations while developing technical collateral and advising on 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

• 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 + Kali Linux + Threat simulation capabilities + Attack scenario testing + 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
• Demonstrate success in: + 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
• Excellence in: + Written and verbal communication + Problem-solving complex technical challenges + Delivering professional RFI/RFP responses
• Proven track record: + Working with C-suite executives + Serving as trusted advisor to Enterprise accounts + Building long-term customer relationships
• Experience using AI tools (coding assistants, copilots, automation agents) to improve efficiency is a strong plus

Benefits

• Equity participation
• Health and wellness benefits
• Generous time-off policies
• Opportunities for continuous professional development
• Work in a hybrid or remote environment that balances collaboration with autonomy
• A values-driven environment that prioritizes respect, inclusion, and collaboration

Company Overview

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