Presales Solutions Engineer - OT/IoT Security

SHI International Corp.; Lexington (KY); Remote; USD 96,000 - 184,000; Full time

Job summary

SHI International Corp. is seeking a Presales Solutions Engineer - OT/IoT Security to serve as a customer-facing security expert. You will take a consultative approach to security projects and help develop new services offerings. This is a remote role based in the Central US region to support business needs.

You will collaborate across CIO/CSO/CISO, educate sales teams, stay ahead of market trends, and build collateral and lab use cases to drive cybersecurity engagements.

Qualifications

• Deep security knowledge in the OT/IoT space (protocol awareness, traffic analysis, asset visibility, segmentation strategies).
• Familiarity with OT/IoT industrial protocols such as Modbus, BACnet, and SCADA.
• Excellent presentation skills, including the ability to run demos on cloud security products.
• Outstanding written and verbal communication.
• Attention to detail, organization, and follow-up skills.
• Initiative to research and resolve problems with a positive attitude.
• Exceptional relationship-building acumen.
• Strong documentation skills to include system/network diagrams and presentations.
• General understanding of security frameworks such as NIST, HITRUST, CIS, Etc.
• Possess a real passion for technology.
• Expert technical knowledge of security solutions.

Responsibilities

• Collaborate with CIOs, CSOs, CISOs, security engineers, and procurement to strengthen client relationships.
• Understand SHI services offerings and expand knowledge through training and self-study.
• Educate sales teams on cybersecurity solution selling through one-on-one and group sessions.
• Stay current on technology trends and market behavior by studying trends and landscape.
• Engage in self-study and lab work to increase job-related knowledge and skills.
• Develop collateral to assist cybersecurity sales engagements.
• Develop use cases in the SHI lab to support sales engagements.

Skills

OT/IoT security

Security pre-sales

Presentation skills

Negotiation

Communication

Detail-oriented

Organization

Follow-up

Problem solving

Relationship building

Documentation

Security frameworks (NIST, HITRUST, -)

Education

Bachelor's Degree or relevant work experience

Job description

About Us

Since 1989, SHI International Corp. has helped organizations change the world through technology. We've grown every year since, and today we're proud to be a $16 billion global provider of IT solutions and services. Over 17,000 organizations worldwide rely on SHI's concierge approach to help them solve what's next. But the heartbeat of SHI is our employees - all 7,000 of them. If you join our team, you'll enjoy:Our commitment to diversity, as the largest minority- and woman-owned enterprise in the U.S.

Continuous professional growth and leadership opportunities.

Health, wellness, and financial benefits to offer peace of mind to you and your family.

World-class facilities and the technology you need to thrive - in our offices or yours.

Job Summary

The Presales Solutions Engineer - OT/IoT Security will be a customer-facing security expert. They will take a consultative approach to security projects and have a holistic understanding of how security technology enables business. The Solutions Engineer will also develop and deliver new security services offerings to address customer requests/opportunities. This is a remote position required to reside in the Central region of the US as required for business needs and as determined by SHI management.

Role Description

Collaboration with multiple layers of contacts within client organizations, including but not limited to CIO, CSO, CISO, Security Engineers, and procurement to strengthen our overall customer relationship and better understand the goals and objectives they are trying to achieve.

Understand the company's services offerings in all solution practice areas by attending company training and expanding knowledge through self-study.

Educate sales teams on cybersecurity solution selling and key technologies through 1x1, team, and company training.

Staying current on new technology, trends, and market behavior by studying market trends and the industry landscape.

Engaging in self-study and independent work in lab facilities to increase job-related knowledge and skills.

Developing collateral to assist with cybersecurity sales engagements.

Developing use cases in the SHI lab to support sales engagements.

Behaviors and Competencies

• Presenting: Can design and deliver engaging presentations, adapting the content and style to suit the audience, context, and medium.
• Negotiation: Can proactively seek out negotiation opportunities, initiate discussions, and contribute to conflict resolution.
• Communication: Can effectively communicate complex ideas and information to diverse audiences and can facilitate effective communication between others.
• Detail-Oriented: Can manage complex tasks or projects, identifying errors or inconsistencies, and ensuring all details are addressed, necessary corrections are made, and quality is maintained.
• Organization: Can effectively coordinate multiple projects, delegate tasks where appropriate, and employ advanced organizational tools and methods.
• Follow-Up: Can proactively identify tasks that require follow-up, initiate necessary actions, and contribute to efficient workflow management.
• Problem-Solving: Can proactively identify potential problems, initiate preventive measures, and propose and contribute to innovative solutions.
• Relationship Building: Can proactively seek out opportunities to expand networks, initiate collaborations, and contribute to team cohesion.
• Documentation: Can develop comprehensive documentation standards, implement best practices, and ensure documentation supports operational efficiency.
• Results Orientation: Can set challenging goals for their team and lead them to achieve these goals, demonstrating a consistent track record of results.

Skill Level Requirements

• Deep security knowledge in the OT/IoT space (protocol awareness, traffic analysis, asset visibility, segmentation strategies)
• Familiarity with OT/IoT industrial protocols such as Modbus, BACnet, and SCADA
• Excellent presentation skills, including the ability to run demos on cloud security products
• Outstanding written and verbal communication
• Attention to detail, organization, and follow-up skills
• Initiative to research and resolve problems with a positive attitude
• Exceptional relationship-building acumen
• Strong documentation skills to include system/network diagrams and presentations
• General understanding of security frameworks such as NIST, HITRUST, CIS, Etc.
• Possess a real passion for technology
• Expert technical knowledge of security solutions

Other Requirements

• Completed Bachelor's Degree or relevant work experience required
• 5+ years experience in a Technical Cybersecurity role
• 3+ years experience in Security Pre-Sales Consulting
• Ability to travel to SHI, Partner, and Customer Events

Preferred Certifications

• CISSP, Relevant GIAC Cert, SSCP, CISM, CCSP, CEH, CPT, CWSP, CCNP Security, CCIE Security or Relevant Professional certifications in Cyber Security OEMs

If you do not have these certifications, it may be required within one year at SHI.

Salary & Earnings

The base salary range for this position is $96,000 - $184,000. The estimated on-target earnings, or OTE, which includes a base salary and bonus, are $120,000 - $230,000. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.

Equal Employment Opportunity

Equal Employment Opportunity - M/F/Disability/Protected Veteran Status