Senior Solution Engineer

OPSWAT; United States; Remote; USD 95,000 - 150,000; Full time

Job summary

OPSWAT, a global leader in cybersecurity for IT, OT, and ICS, seeks a Solution Engineer to translate complex challenges into actionable deployments. You will work with account executives and partners to uncover needs, orient customers to OPSWAT solutions, and guide them through what it takes to operationalize the platform.

You'll maintain product proficiency, deliver compelling demos, respond to RFPs, and influence product direction through direct customer feedback, while building strong partner

Qualifications

• Experience supporting sales to Fortune 100/500 Strategic customers.
• History of developing new and expansion business with customers.
• Ability to lead discussions with all customer levels (C-level to admin).
• Strong presentation and demo skills.
• A working knowledge of Cybersecurity use cases and topology, on premise and cloud based.
• Experience installing and troubleshooting enterprise applications.
• Problem-solving abilities; skilled at identifying and resolving customer pain points.

Responsibilities

• Work with AEs and partners to grow OPSWAT business.
• Manage customer requirements, expectations, and solution buy-in.
• Maintain and frequently deliver high-impact demos.
• Manage, deliver, and present detailed responses to RFPs.
• Nurture partner relationships and their technical understanding of OPSWAT.
• Speak at conferences and seminars.
• Conduct workshops, proof of value, and post-sale transitions.

Skills

Sales support experience

Presentation skills

Demo delivery

RFP responses

Partner relationship management

Public speaking

Customer-facing engagement

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 IT and Critical Infrastructure, such as Manufacturing, Nuclear facilities, Financial institutions, Governments, Utilities, Higher Education and more. You’ve probably done some interesting things in your career, but how often can you say you’ve contributed directly to the benefit of our global community with such a positive impact?

“Critical Infrastructure” refers to a wide variety of systems, including not only traditional on-premise and cloud-based IT systems, but can also include operational technology.

As a Solution Engineer, you’ll be working alongside a peer group of talented professionals. Your job will be to uncover the customer’s challenges, orient them on how OPSWAT solves those challenges, and guide them through what it takes to operationalize the solution. You’ll be required to maintain proficiency in the domains we serve, expertise in the products, and the disposition that makes a customer want to enthusiastically partner with you for their success. You’ll also enjoy having a voice with the product team, providing highly relevant guidance about product futures learned directly through customer interactions.

What You Will Be Doing

• Work with AEs and partners to grow OPSWAT business
• Manage customer requirements, expectations, and solution buy-in
• Maintain and frequently deliver high-impact demos
• Manage, deliver, and present detailed responses to RFPs
• Nurture partner relationships and their technical understanding of OPSWAT
• Speak at conferences and seminars
• Conduct workshops, proof of value, and post-sale transitions

What We Need From You

• Experience supporting sales to Fortune 100/500 Strategic customers
• A history of developing new and expansion business with customers
• Comfort in leading discussions with all customer levels (C-level to admin)
• Strong presentation and demo skills
• A working knowledge of Cybersecurity use cases and topology, on premise and cloud based
• Experience installing and troubleshooting enterprise 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.

If this sounds like you, or close to you, I’d love to meet and perhaps build something great together.

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.