Senior Solution Engineer

About the role

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.

As a Solution Engineer, you’ll work alongside a peer group of talented professionals to uncover customer challenges, orient them on how OPSWAT solves those challenges, and guide them through operationalizing the solution. You’ll maintain proficiency in the domains we serve, expertise in our products, and a customer-focused disposition. You’ll also have a voice with the product team, providing guidance about product futures based on direct customer interactions.

Responsibilities

• Work with Account Executives (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

Requirements

• Experience supporting sales to Fortune 100/500 strategic customers
• A history of developing new and expansion business with customers
• Comfort leading discussions with all customer levels (C-level to admin)
• Strong presentation and demo skills
• 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

About OPSWAT

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. We value diversity and are committed to building an inclusive team where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment.