Senior Pre-Sales Solution Engineer – Northeast

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

Requirements:

• 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