OverviewAs a Solution Engineer at OPSWAT, you will bridge customer challenges in OT/ICS environments with OPSWAT's security portfolio, guiding operators from water utilities to critical infrastructure across IT and OT.
You'll deliver high-impact demos, respond to complex RFPs, and collaborate with sales and partners to expand our OT business.
Your field insights will influence product direction while you help customers operationalize OPSWAT solutions on the plant floor and in control rooms.
This role blends technical mastery with customer-facing impact in a mission-driven, industry-scaling context.
ResponsabilidadesCollaborate with account executives and partners to grow OT and critical infrastructure business
Manage customer requirements, expectations, and solution buy-in across IT and OT stakeholders
Create and deliver high-impact demos of OPSWAT OT security solutions
Prepare and respond to RFPs, including for water utilities and regulated operators
Nurture partner relationships and their technical understanding of OPSWAT OT portfolio
Speak at conferences and seminars on OT/ICS security and critical infrastructure protection
Conduct workshops, proof of value,
and post-sale transitions on plant floors and in control rooms environments
Requisitos principalesExperience supporting sales into state/local/education government accounts or water/wastewater utilities
Track record of developing new and expanding business with public-sector or utility customers
Ability to lead discussions with all customer levels from leadership to operators and IT/OT admins
Strong presentation and demo skills
Working knowledge of OT/ICS/SCADA environments and awareness of regulatory frameworks affecting water utilities
Familiarity with public-sector procurement and contract vehicles (e.g., GSA Schedule, SEWP) a plus
Experience installing and troubleshooting enterprise or industrial applications
Strong problem-solving abilities to identify and resolve customer pain points
Presentation and demo skills
Clear communication across diverse stakeholders
Problem-solving mindset
OT/ICS/SCADA domain knowledge
Awareness of EPA and state cybersecurity requirements for water utilities
Experience with enterprise or industrial applications installation/troubleshooting