Senior Pre-Sales Solution Engineer - Federal

Job Description

Job Description

About this Job
As part of the DTEX Systems Architecture and Solutions Engineering organization, the Senior Solutions Engineer (SE) is a technically sophisticated role combining deep security expertise with strategic sales engineering capabilities. The SE will lead technical discussions with prospective customers, deliver compelling product demonstrations, conduct threat analysis and forensics, and manage technical evaluations (POVs) to successful conclusions. This role requires hands-on technical expertise in endpoint security, cloud platforms, and threat simulation, coupled with the ability to translate complex technical concepts for various stakeholders. The Senior Solutions Engineer provides comprehensive pre-sales and post-sales support to DTEX Systems customers, partners, and sales team members while contributing to the broader SE team's technical collateral and knowledge base.

For this Federal role, the SE must bring proven experience supporting DoD, Federal Civilian, and Intelligence Community missions. Active security clearance in good standing preferred. 

Success in This Role
In this position, you'll thrive as an independent thinker and self-starter who understands that driving sales and revenue requires proactive leadership and strategic thinking. You'll be expected to assess your territory's unique needs and develop effective plans to achieve revenue goals through your own initiative.
Success in this role means identifying opportunities and acting independently, without waiting for direction. You'll need to be comfortable recognizing needs and executing solutions proactively, whether that means conducting independent outreach, participating in marketing events, leveraging your professional network, or contributing to the SE team's collective knowledge base.
Your contributions will include developing and updating pre-sales materials, creating SE enablement videos, maintaining technical collateral and white papers, and ensuring our SE toolbox remains current and effective. The most successful candidates in this role consistently demonstrate the ability to balance independent action with team collaboration, always keeping revenue goals and customer success at the forefront.

Core Sales Engineering 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

Technical & Analytical Responsibilities:

• 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

Technical Skills & Experience

• 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
• 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
  • Experience using AI tools (coding assistants, copilots, automation agents) to improve efficiency is a strong plus

• 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

Professional Competencies:

• 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

Federal Experience & Clearance Requirements:

• 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.

Why Join Us? 

• Impact at Scale – Build and lead DTEX’s first sales enablement function, shaping how we scale commercial excellence across the world.