Senior Solution Engineer (SLED & Water Treatment)

opswat; United States; Remote; USD 130,000 - 190,000; Full time

Job summary

OPSWAT in the United States is seeking a pre-sales solution engineer focused on critical-infrastructure cybersecurity for state, local, and education government agencies and water utilities. You will operate at the intersection of OT, ICS, and public-sector procurement, delivering technical demos, RFP support, partner enablement, and thought leadership.

The role requires translating customer requirements, leading executive-level discussions, and running workshops and POC engagements across

Qualifications

• Public-sector or utilities market experience with state, local or education accounts.
• Experience explaining complex OT/ICS cybersecurity concepts to both technical and non-technical stakeholders.
• Familiarity with public procurement processes and contract vehicles.

Responsibilities

• Partner with account teams to expand OPSWAT solutions across SLED agencies and utilities.
• Translate customer requirements into tailored pre-sales demonstrations.
• Lead technical and executive discussions with agency leaders, IT/OT staff, and compliance.
• Deliver high-impact OT/SCADA security demos and POC engagements.
• Lead responses to RFPs and procurement processes including state/local vehicles.
• Develop partner enablement and deepen understanding of OPSWAT offerings.
• Speak at industry conferences and events to promote public-sector cybersecurity solutions.

Skills

Public-sector sales experience

OT/ICS/SCADA knowledge

Strong presentation & demo skills

Excellent communication and stakeholde

Job description

Role overview

A pre-sales solution engineering role focused on critical-infrastructure cybersecurity for state, local, and education government agencies and water and wastewater utilities. The position sits at the intersection of operational technology, industrial control systems, and public-sector procurement, helping organisations secure the PLCs and SCADA environments behind essential services. It combines technical demos, RFP responses, partner enablement, and thought-leadership speaking.

Responsibilities

• Partner with account executives and channel partners to grow business across SLED agencies and water and wastewater utilities
• Manage customer requirements and solution buy-in across IT, OT, and compliance stakeholders
• Build and deliver high-impact demonstrations of OT and public-sector security solutions
• Lead responses to RFPs and other public-sector procurement processes, including state and local contract vehicles
• Nurture partner relationships and deepen their technical understanding of the SLED and water-sector portfolio
• Speak at conferences and seminars focused on public-sector and water utility cybersecurity
• Run workshops, proof-of-value engagements, and post-sale transitions with municipal, state, and utility customers

Requirements

• Experience supporting sales into state, local, or education government accounts, or into water and wastewater utilities
• Track record developing new and expansion business with public-sector or utility customers
• Comfort leading technical and executive discussions from agency leadership to plant operators and IT or OT administrators
• Strong presentation and demonstration skills
• Working knowledge of OT,ICS, and SCADA environments, with awareness of regulatory frameworks such as EPA and state cybersecurity requirements for water utilities
• Familiarity with public-sector procurement and contract vehicles such as GSA Schedule, SEWP, and state or local contracts
• Experience installing and troubleshooting enterprise or industrial applications, paired with strong problem-solving skills

Nice to have

• Prior speaking experience at industry conferences or community events