Senior SLED & Water Utilities Solution Engineer

OPSWAT, Inc.; United States; Remote; USD 100,000 - 140,000; Full time

Job summary

OPSWAT is seeking a Solution Engineer to help SLED agencies and water utilities secure their OT/ICS environments. You will translate customer challenges into OPSWAT solutions and deliver high-impact demos while guiding public-sector procurement processes.

Collaborating with account executives, partners, and the product team, you’ll stay current on regulatory requirements and help customers operationalize security across IT, OT, and compliance domains.

Qualifications

• 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.

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

Public sector sales

OT/ICS security

Demo skills

Stakeholder mgmt

Procurement familiarity

Job description

OPSWAT is seeking a Solution Engineer to help SLED agencies and water utilities secure their OT/ICS environments. You will translate customer challenges into OPSWAT solutions and deliver high-impact demos while guiding public-sector procurement processes.

Collaborating with account executives, partners, and the product team, you’ll stay current on regulatory requirements and help customers operationalize security across IT, OT, and compliance domains.