Solutions Engineer

You will work directly with customers and partners to define technical solutions that meet their use cases and requirements. You will create and present detailed technical and business proposals, including solution architecture and deployment schedules. You will design and run proofs-of-concept, respond to RFIs/RFPs, and present demonstrations to both technical and executive audiences. You will identify product gaps and collaborate with product management and engineering to address them, and represent the company at industry events when needed.

Responsibilities

• Define technical solutions with customers and internal stakeholders to meet customer use cases and requirements
• Create and present detailed technical and business proposals with solution architecture and deployment schedules
• Run and ensure success of customer proofs-of-concept (POCs)
• Respond to functional and technical elements of RFIs and RFPs
• Present product demonstrations and technical proposals to technical and executive stakeholders
• Represent the company at industry events and conferences
• Identify product functionality gaps and work with product management and engineering to address them

Requirements

• Hands-on technical experience with industrial networking solutions, industrial control systems, or cybersecurity solutions (including identity and access management)
• Proven success creating winning solutions and proposals that result in customer wins
• Experience forming technology solutions and system integration partnerships in industrial verticals
• Experience and understanding of operational requirements for utilities, oil & gas, renewable energy, or transportation operations
• Experience with Identity and Access Management solutions and remote access
• Deep understanding of IT and OT network communication protocols
• Knowledge of security control frameworks such as IEC62443, NERC CIP, NIST, and NCSC CAF
• Familiarity with the Purdue Reference Architecture
• Experience with threat modeling and other risk identification techniques
• Experience conducting cybersecurity assessments for OT and IT security
• Understanding of Operational Technologies such as PLCs, SCADA, RTUs, HMI, and DCS
• Strong experience with Windows, Active Directory, and LDAP, with knowledge of UNIX/Linux systems
• Excellent architecture life-cycle design and documentation skills
• Ability to communicate and present to a range of technical and executive stakeholders
• Bachelor of Science or higher in Engineering or another technical discipline
• Minimum of 10 years of experience with networking, industrial automation, or security solutions, including at least 5 years working with field sales organizations
• Minimum 3+ years of work experience in Operational Technology Security
• Strong experience in technical pre-sales support for cybersecurity solutions in industrial operations or critical infrastructure
• GICSP, CISSP, or SANS certification preferred