Senior Pre-Sales Solution Engineer

Accountabilities: Own the complete proof-of-value (POV) lifecycle, including scoping, planning, execution, evaluation, and closure, ensuring customer-specific use cases deliver measurable outcomes. Prepare detailed post-POV reports demonstrating solution value, return on investment, and improvements in customers' security posture. Lead technical discussions and communicate complex security concepts effectively to stakeholders across IT, security, HR, legal, and executive teams. Partner with sales teams to develop territory strategies, customer engagement plans, and technical approaches that support revenue goals. Serve as a trusted technical advisor throughout pre-sales solution design, evaluation, and implementation. Coordinate with Sales, Customer Success, Engineering, Marketing, and Product Management to advance customer opportunities. Conduct customer assessments to evaluate policy effectiveness, solution adoption, and realized value. Research emerging threat trends and analyze insider risk scenarios to strengthen solution capabilities. Design and execute threat simulations, attack scenarios, and technical demonstrations. Monitor emerging AI-related risks, including the impact of agentic workflows, copilots, and automation platforms on insider threats, data protection, and user behavior. Provide feedback to Product and Engineering on AI-related detections, governance guidance, product enhancements, bugs, and feature requests. Develop and maintain sales engineering resources, including demonstration scenarios, enablement videos, technical documentation, and whitepapers. Contribute to technical knowledge sharing and continuously improve the team's tools, processes, and capabilities. Proactively identify opportunities to generate revenue through independent outreach, professional networking, marketing events, and strategic customer engagement. Travel within the assigned territory as required. Requirements: At least 5 years of deep technical experience across cloud platforms, endpoint security, network security, or related infrastructure technologies. Strong understanding of Insider Risk Management (IRM), including common threat scenarios, mitigation strategies, buyer personas, competitive solutions, and market trends. Hands-on experience with cloud platforms such as Azure, AWS, or Google Cloud Platform. Knowledge of endpoint, network, and systems security, as well as DLP, User Activity Monitoring (UAM), User and Entity Behavior Analytics (UEBA), SIEM integrations, metadata systems, and CASB. Understanding of AI security and governance, including risks associated with agentic AI, AI-assisted user behavior, enterprise data protection, access controls, and responsible AI practices. Ability to explain AI-related security risks, controls, and use cases to both technical and non-technical stakeholders. Experience using AI tools such as coding assistants, copilots, or automation agents is an advantage. Strong knowledge of the MITRE ATT&CK framework, the Lockheed Martin Cyber Kill Chain, and related threat analysis methodologies. Ability to maintain an active technical lab environment using virtual platforms such as KVM or ESXi, Windows endpoints and servers, Kali Linux, and threat simulation tools. Familiarity with attack scenario testing and basic Python scripting. Demonstrated enterprise pre-sales or sales engineering experience, including managing technical evaluations and converting successful POVs into commercial opportunities. Proven ability to define POV success criteria aligned with business objectives and develop strategies that accelerate sales cycles. Experience working with C-suite executives and serving as a trusted advisor to enterprise customers. Strong written and verbal communication, technical problem-solving, and presentation skills. Experience preparing professional RFI and RFP responses. Self-starter mindset, with the ability to independently identify opportunities, manage territory priorities, and drive revenue outcomes. Commitment to continuous learning, demonstrated by at least three recent courses or certifications completed within the past 12 months. Benefits: Base salary range of $140,000–$180,000 for the San Francisco Bay Area; exact compensation may vary depending on skills, experience, and location. Eligibility for equity participation. Health and wellness benefits. Generous paid time-off policies. Remote or hybrid working flexibility. Opportunities for continuous professional development and learning. Opportunity to help shape sales engineering practices and contribute to high-impact enterprise security initiatives. Inclusive, collaborative, and values-driven working environment. Travel within the assigned region may be required.