[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.ResponsibilitiesDrive and own the complete POV lifecycle from scoping through execution and closure, ensuring successful delivery of customer-specific use cases and measurable outcomesPrepare comprehensive post-POV analysis and reports that highlight DTEX's unique value for multiple stakeholders, demonstrating clear ROI and security posture improvementsEffectively 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 plansAct as trusted advisor during presales solution design and implementationCoordinate with cross-functional groups (Sales, Customer Success, Engineering, Marketing, Product Management, etc.) for customer opportunitiesTravel within designated regionCreate and maintain SE team resources:Enablement videosDemo scenariosTechnical collateral: E.g., Documentation / Whitepapers, etcContribute proactively to strengthening the team's collective capabilityConduct regular customer assessments to evaluate policy effectiveness to assure value is being realizedResearch and analyze emerging threat trends and patternsTest and simulate insider risk use case scenarios to strengthen DTEX solution capabilitiesEvaluate new version enhancements by researching the latest trendsProactively identify and communicate platform improvement opportunities to cross-functional teamsRecommend process and product improvements, report bugs, raise features requests, etcMonitor and interpret emerging AI‑related risks and their impact on insider threat, data protection, and user behaviorEvaluate how customer adoption of AI tools (agentic workflows, copilots, automation platforms) influences security posture and POV success criteriaProvide feedback to Product and Engineering on opportunities to enhance AI‑related detections, governance guidance, and customer best practicesSkillsComprehensive understanding of Insider Risk Management (IRM)Deep knowledge of insider risk scenarios and mitigation strategiesExperience with IRM platforms and competitive solutionsUnderstanding of IRM buyer personas and their unique challengesFamiliarity with IRM market trends and competitive landscapeDeep technical knowledge with 5+ years' experience with cloud platforms (Azure / AWS / GCP)Deep technical knowledge with 5+ years' experience with Endpoint / Network / System SecurityDeep technical knowledge with 5+ years' experience with DLP, UAM and UBADeep technical knowledge with 5+ years' experience with SIEM platforms and integrationDeep technical knowledge with 5+ years' experience with Metadata systemsDeep technical knowledge with 5+ years' experience with CASBFoundational AI Security & Governance AwarenessUnderstanding of the emerging threat landscape related to agentic AI and AI‑assisted user behaviorAwareness of how AI tools impact enterprise environments, including data protection, governance requirements and access-control considerationsFamiliarity with responsible AI usage concepts and enterprise AI governance frameworksAbility to discuss AI‑related risks, controls, and use cases with both technical and non‑technical stakeholdersDeep understanding of MITRE ATT&CK framework, Lockheed Martin Kill Chain, and variantsAbility 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 scriptingDemonstrates commitment to continuous self-educationMinimum 3 recent courses/certifications within the past 12 monthsEnterprise technical pre-sales experienceSelf-starter with proven ability to drive revenue goals independentlyDemonstrate success in converting POVs to closed deals and long-term customer successDemonstrate success in building compelling POV success criteria aligned with business objectivesDemonstrate success in creating POV strategies that accelerate sales cyclesExcellence in written and verbal communicationExcellence in problem-solving complex technical challengesExcellence in delivering professional RFI/RFP responsesProven track record working with C-suite executivesProven track record serving as trusted advisor to Enterprise accountsProven track record building long-term customer relationshipsExperience using AI tools (coding assistants, copilots, automation agents) to improve efficiency is a strong plusBenefitsEquity participationHealth and wellness benefitsGenerous time-off policiesFlexibility – Work in a hybrid or remote environment that balances collaboration with autonomyComprehensive BenefitsCompany OverviewDTEX is the leader in risk-adaptive security, unifying human, data, and AI risk through a behavioral intelligence platform. It was founded in 2000, and is headquartered in Saratoga, California, USA, with a workforce of 51-200 employees. Its website is https://www.dtexsystems.com.Company H1B SponsorshipDTEX has a track record of offering H1B sponsorships, with 1 in 2026, 3 in 2025, 1 in 2024, 3 in 2023, 2 in 2022, 3 in 2021, 1 in 2020. Please note that this does not guarantee sponsorship for this specific role.