[Remote] Senior Pre-Sales Solution Engineer - West Coast

Note: The job is a remote job and is open to candidates in USA. DTEX is a leader in risk-adaptive security, and they are seeking a Senior Pre-Sales Solution Engineer to join their Architecture and Solutions Engineering organization. The role involves leading technical discussions with customers, delivering product demonstrations, and providing pre-sales and post-sales support while managing technical evaluations and collaborating with various teams to drive revenue goals.

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

• 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)
• Deep technical knowledge with 5+ years' experience with Endpoint / Network / System Security
• Deep technical knowledge with 5+ years' experience with DLP, UAM and UBA
• Deep technical knowledge with 5+ years' experience with SIEM platforms and integration
• Deep technical knowledge with 5+ years' experience with Metadata systems
• Deep technical knowledge with 5+ years' experience with CASB
• Foundational AI Security & Governance Awareness
• 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 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
• Demonstrate success in building compelling POV success criteria aligned with business objectives
• Demonstrate success in creating POV strategies that accelerate sales cycles
• Excellence in written and verbal communication
• Excellence in problem-solving complex technical challenges
• Excellence in delivering professional RFI/RFP responses
• Proven track record working with C-suite executives
• Proven track record serving as trusted advisor to Enterprise accounts
• Proven track record 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
• Flexibility – Work in a hybrid or remote environment that balances collaboration with autonomy
• Comprehensive Benefits

Company Overview

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