Senior Pre-Sales Solution Engineer - Federal
DTEX Systems1 day ago
Washington, DC, USASenior
Base Salary
$140k - $180k/yr
Responsibilities
- Own the full customer POV lifecycle, including scoping, execution, closure, post-POV analysis, ROI reporting, and security posture assessment.
- Lead technical discussions, product demonstrations, solution design, implementation support, threat analysis, forensics, and customer assessments.
- Translate complex technical concepts for IT, Security, HR, Legal, executive, and other stakeholder groups.
- Partner with Sales to develop customer and sales support plans, convert POVs to closed deals, and support long-term customer success.
- Research emerging threats, simulate insider-risk scenarios, evaluate product enhancements, identify platform improvements, report bugs, and submit feature requests.
- Assess AI-related risks involving agentic workflows, copilots, automation platforms, data protection, governance, access controls, and user behavior.
- Create and maintain enablement videos, demo scenarios, technical documentation, white papers, and other SE resources.
- Provide feedback to Product and Engineering on AI-related detections, governance guidance, customer best practices, and product improvements.
- Support DoD, Federal Civilian, and Intelligence Community customers through Federal presales processes and compliance requirements.
- Travel within the designated region and maintain an active lab environment for virtual environments, Windows and Linux systems, and threat simulation.
Requirements
- At least 5 years of deep technical experience with cloud platforms, endpoint/network/system security, DLP, UAM, UBA, SIEM platforms, metadata systems, and CASB.
- Comprehensive understanding of insider risk management, including scenarios, mitigation strategies, IRM platforms, buyer personas, market trends, and competitive solutions.
- Understanding of AI-related threats, enterprise AI governance, responsible AI usage, data protection, access controls, and AI-assisted user behavior.
- Experience with AI tools such as coding assistants, copilots, or automation agents is preferred.
- Deep knowledge of the MITRE ATT&CK framework, Lockheed Martin Kill Chain, and related variants.
- Experience maintaining virtual environments such as KVM and ESXi, Windows endpoints and servers, Linux endpoints and servers, threat simulations, and light Python scripting.
- At least three recent courses or certifications completed within the past 12 months.
- Enterprise technical pre-sales experience with a record of driving revenue, converting POVs to deals, creating POV success criteria, and accelerating sales cycles.
- Strong written and verbal communication, problem-solving, RFI/RFP response, executive engagement, trusted-advisor, and enterprise relationship-building skills.
- Demonstrated success supporting or selling into U.S. Federal agencies, including the Department of Defense, Federal Civilian agencies, and the Intelligence Community.
- Have or have had a TS//SCI security clearance; an active clearance in good standing is preferred.
- Experience navigating Federal presales processes, compliance requirements, mission-critical environments, FedRAMP, and STIG hardening.
Benefits
- Hybrid or remote work environment.
- Competitive compensation, equity participation, health and wellness benefits, and generous time-off policies.
- Opportunities for continuous professional development and lifelong learning.
- Values-driven culture emphasizing respect, inclusion, and collaboration.
- Opportunity to build and lead DTEX's first sales enablement function.
- Travel within the designated region is required.
Tech Stack
Categories
Solutions Engineering
About DTEX Systems
DTEX Systems builds an insider risk and data protection platform that unifies user activity telemetry, data loss prevention, and behavioral analytics for enterprises and government agencies. It helps detect and mitigate malicious and negligent data misuse, supports compliance, and delivers privacy-aware workforce monitoring via subscription software and services. Founded in 2002 and headquartered in Saratoga, California, the company is privately held.