Senior Solution Engineer (IT)
Key Skills
Job Description
OPSWAT, a global leader in IT, OT, and ICS critical infrastructure cybersecurity, delivers an end-to-end platform that gives public and private sector organizations and enterprises the critical advantage needed to protect their complex networks, secure their devices, and ensure compliance. Over the last 20 years our commitment to innovative technology has earned the trust of more than 1,700 organizations, governments, and institutions globally, solidifying our role in protecting the world’s critical infrastructure and securing our way of life.
The Position
Are you purpose-driven? We are. At OPSWAT, our purpose is to secure the way of life we all enjoy. We focus our innovations on protecting Critical Infrastructure, including water and wastewater utilities, energy, manufacturing, nuclear facilities, and government operations. You've probably done some interesting things in your career, but how often can you say your work directly protects the systems that keep water safe and power running?
This role focuses on Operational Technology (OT) and industrial environments, including SCADA, ICS, and cyber-physical systems. You'll work with critical infrastructure operators, including water treatment facilities, where the stakes of getting security right are especially high.
As a Solution Engineer, you'll uncover customer challenges, show how OPSWAT solves them, and guide customers through operationalizing the solution. You'll maintain proficiency in OT/ICS domains, expertise in our products, and the disposition that makes customers want to partner with you for their success. You'll also have a voice with the product team, feeding back field insight that shapes future OT capabilities.
What You Will Be Doing
- Work with AEs and partners to grow OPSWAT's OT and critical infrastructure business
- Manage customer requirements, expectations, and solution buy-in across IT and OT stakeholders
- Maintain and frequently deliver high-impact demos of OPSWAT's OT security solutions (e.g., MetaDefender Industrial Firewall, MetaDefender OT Access, endpoint and patch management for OT)
- Manage, deliver, and present detailed responses to RFPs, including those from water utilities and other regulated critical infrastructure operators
- Nurture partner relationships and their technical understanding of OPSWAT's OT portfolio
- Speak at conferences and seminars focused on OT/ICS security and critical infrastructure protection
- Conduct workshops, proof of value, and post-sale transitions on plant floors and in control room environments
What We Need From You
- Experience supporting sales into state, local, or education government accounts, or water/wastewater utilities
- A history of developing new and expansion business with public-sector or utility customers
- Comfort leading discussions with all customer levels, from agency leadership to plant operators and IT/OT administrators
- Strong presentation and demo skills
- Working knowledge of OT/ICS/SCADA environments, and awareness of regulatory frameworks affecting water utilities (e.g., EPA and state cybersecurity requirements)
- Familiarity with public-sector procurement and contract vehicles (e.g., GSA Schedule, SEWP, state/local contracts) a plus
- Experience installing and troubleshooting enterprise or industrial applications
- Problem-solving abilities; skilled at identifying and resolving customer pain points
We Value Our Differences
- We are committed to building a diverse and inclusive team. If you’re excited about this role but your experience doesn’t align perfectly with every qualification, we encourage you to apply anyway. You may be just the right candidate for this or other roles.
OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws.
Recruiting Agencies: we do not accept unsolicited resumes from third party agencies for any of our open positions. To submit resumes for our jobs, there must be a recruiting contract approved by our legal team and endorsed by both parties. We are currently not accepting additional 3rd party agencies at this time.
Core Responsibilities
The Senior Solution Engineer will manage customer requirements and deliver high-impact demos of OT security solutions to critical infrastructure operators. They will also nurture partner relationships and provide field insights to the product team to shape future OT capabilities.
Requirements
Candidates must have experience supporting sales into government or utility accounts and possess a strong working knowledge of OT/ICS/SCADA environments. Proficiency in presenting technical solutions and familiarity with public-sector procurement processes are also required.
About OPSWAT
Industry: Computer and Network Security
Company size: 501-1,000 employees
OPSWAT protects critical infrastructure. Our goal is to eliminate malware and zero-day attacks. We believe that every file and every device pose a threat. Threats must be addressed at all locations at all times—at entry, at exit, and at rest. Our products focus on threat prevention and process creation for secure data transfer and safe device access. The result is productive systems that minimize risk of compromise. That’s why 98% of U.S. nuclear power facilities trust OPSWAT for cybersecurity and compliance. OPSWAT. Trust no file. Trust no device. www.opswat.com Visit us on Twitter, Facebook, Instagram, and YouTube. http://www.twitter.com/opswat http://www.facebook.com/opswat https://www.instagram.com/opswat https://www.youtube.com/user/opswat1