Senior Pre-Sales Solution Engineer - Federal

DTEX Systems • Washington, DC

5d • $140,000 - $180,000

About The Position

As part of DTEX Systems’ Architecture and Solutions Engineering organization, the Senior Solutions Engineer combines deep security expertise with strategic sales engineering. The role leads technical discussions with prospective customers, delivers product demonstrations, conducts threat analysis and forensics, and manages technical evaluations (POVs) through successful completion. It requires hands-on expertise in endpoint security, cloud platforms, and threat simulation, along with the ability to explain complex technical concepts to varied stakeholders. The role provides pre-sales and post-sales support to DTEX customers, partners, and sales team members, and contributes technical collateral and knowledge to the broader Solutions Engineering team.

This Federal-focused role supports Department of Defense, Federal Civilian, and Intelligence Community missions. The successful candidate independently identifies opportunities and develops plans to achieve territory revenue goals, while collaborating with colleagues and prioritizing customer success. They also develop and maintain pre-sales materials, enablement videos, technical collateral, and white papers.

The position owns customer POVs from scoping through execution and closure; develops post-POV reports demonstrating value, ROI, and security improvements; advises customers on solution design and implementation; and collaborates across Sales, Customer Success, Engineering, Marketing, and Product Management. It also conducts customer assessments, researches threat trends, simulates insider-risk scenarios, evaluates product enhancements, and communicates improvement opportunities. The engineer monitors AI-related risks and customer adoption of AI tools, and provides product and engineering feedback on detections, governance guidance, and best practices.

DTEX describes its culture as values-driven, emphasizing respect, inclusion, and collaboration. It offers professional-development opportunities and a hybrid or remote work environment. Compensation includes a stated San Francisco Bay Area base salary range of $140,000–$180,000, with exact compensation varying by skills, experience, and location.

Requirements

• At least 5 years of deep technical experience with cloud platforms such as Azure, AWS, or GCP; endpoint, network, or system security; DLP, UAM, and UBA; SIEM platforms and integration; metadata systems; and CASB.
• Comprehensive understanding of Insider Risk Management, including insider-risk scenarios and mitigation strategies, IRM platforms and competitors, buyer personas, market trends, and the competitive landscape.
• Understanding of the threat landscape related to agentic AI and AI-assisted user behavior, and of AI impacts on enterprise data protection, governance, and access controls.
• Familiarity with responsible AI usage concepts and enterprise AI governance frameworks, and ability to discuss AI risks, controls, and use cases with technical and non-technical stakeholders.
• Deep understanding of the MITRE ATT&CK framework, the Lockheed Martin Kill Chain, and variants.
• Ability to maintain an active lab environment, including virtual environments such as KVM or ESXi, Windows and Linux endpoints and servers, and threat-simulation capabilities.
• Light Python scripting ability.
• Commitment to continuous self-education, demonstrated by a minimum of three recent courses or certifications within the past 12 months.
• Enterprise technical pre-sales experience.
• Self-starter with a demonstrated ability to independently drive revenue goals.
• Demonstrated success converting POVs to closed deals and long-term customer success, defining POV success criteria aligned with business objectives, and creating POV strategies that accelerate sales cycles.
• Excellent written and verbal communication, complex technical problem-solving, and professional RFI/RFP response skills.
• Proven experience working with C-suite executives, serving as a trusted advisor to enterprise accounts, and building long-term customer relationships.
• Have or have had a TS//SCI security clearance; the posting separately notes that an active clearance in good standing is preferred.
• Demonstrated success selling into and supporting U.S. Federal agencies, including the Department of Defense, Federal Civilian agencies, and the Intelligence Community.
• 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 such as FedRAMP and STIG hardening.

Nice To Haves

• Experience using AI tools such as coding assistants, copilots, or automation agents to improve efficiency.
• Active security clearance in good standing.

Responsibilities

• Lead and manage the complete customer POV lifecycle, from scoping through execution and closure, with customer-specific use cases and measurable outcomes.
• Prepare post-POV analysis and reports that demonstrate DTEX’s value, ROI, and security posture improvements to multiple stakeholders.
• Communicate complex technical concepts to stakeholders across organizational levels and functions, including IT, Security, HR, and Legal.
• Work with the sales team to develop sales and customer support plans.
• Serve as a trusted advisor during pre-sales solution design and implementation.
• Coordinate customer opportunities with Sales, Customer Success, Engineering, Marketing, Product Management, and other cross-functional groups.
• Travel within the designated region.
• Create and maintain SE team resources, including enablement videos, demo scenarios, documentation, and white papers.
• Contribute to the broader team’s technical capabilities and knowledge base.
• Conduct customer assessments to evaluate policy effectiveness and whether value is being realized.
• Research and analyze emerging threat trends and patterns.
• Test and simulate insider-risk use cases to strengthen DTEX solution capabilities.
• Evaluate product-version enhancements in light of emerging trends.
• Identify and communicate platform improvement opportunities to cross-functional teams.
• Recommend process and product improvements, report bugs, and raise feature requests.
• Monitor and interpret AI-related risks and their impacts on insider threat, data protection, and user behavior.
• Evaluate how customer adoption of AI tools, including agentic workflows, copilots, and automation platforms, affects security posture and POV success criteria.
• Provide Product and Engineering feedback on AI-related detections, governance guidance, and customer best practices.
• Independently identify opportunities and develop plans to achieve territory revenue goals.

Benefits

• Equity participation.
• Health and wellness benefits.
• Generous time-off policies.
• Opportunities for continuous professional development.
• Hybrid or remote work flexibility.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed