Note: The job is a remote job and is open to candidates in USA. OPSWAT is a global cybersecurity company focused on protecting critical infrastructure, including state, local, education, and water/wastewater organizations. The Senior Solution Engineer will support sales by identifying customer needs, demonstrating OT/ICS security solutions, managing RFPs and procurement processes, and guiding customers through workshops, proof-of-value engagements, and post-sale transitions.
Responsibilities
- Work with AEs and partners to grow OPSWAT's business across SLED agencies and water/wastewater utilities
- Manage customer requirements, expectations, and solution buy-in across IT, OT, and compliance stakeholders
- Maintain and frequently deliver high-impact demos of OPSWAT's OT and public-sector security solutions
- Manage, deliver, and present detailed responses to RFPs and public-sector procurement processes, including state/local contract vehicles
- Nurture partner relationships and their technical understanding of OPSWAT's SLED and water sector portfolio
- Speak at conferences and seminars focused on public-sector and water/wastewater cybersecurity
- Conduct workshops, proof of value, and post-sale transitions with municipal, state, and utility customers
Skills
- 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)
- Experience installing and troubleshooting enterprise or industrial applications
- Problem-solving abilities; skilled at identifying and resolving customer pain points
- Familiarity with public-sector procurement and contract vehicles (e.g., GSA Schedule, SEWP, state/local contracts) a plus
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