Senior Solution Engineer (IT)

Role overview

Help customers secure operational technology and industrial control environments, including SCADA, ICS, and other cyber-physical systems. You will partner with sales teams and channel partners to understand customer needs, demonstrate security solutions, and guide deployments from evaluation through operational use. The work includes engagement with critical infrastructure operators, including water and wastewater utilities.

Responsibilities

- Work with account teams and partners to develop opportunities in critical infrastructure and industrial security. - Gather requirements and build support for proposed solutions among both IT and operational technology stakeholders. - Prepare and deliver demonstrations of industrial security products, including firewall, remote access, endpoint, and patch management capabilities. - Draft and present responses to detailed procurement requests, including those from regulated utilities. - Build partners’ technical knowledge of the solution portfolio and represent the work at relevant industry events. - Run workshops, proof-of-value exercises, and post-sale transitions at industrial sites and in control rooms.

Requirements

- Experience supporting sales to public-sector, education, or water and wastewater utility customers. - A record of developing new business or expanding existing customer relationships in public-sector or utility markets. - Ability to lead discussions with executives, plant operators, and IT and OT administrators. - Strong presentation and product demonstration skills. - Working knowledge of OT, ICS, or SCADA environments and awareness of requirements affecting water utility cybersecurity. - Experience installing and troubleshooting enterprise or industrial software, with strong customer-focused problem solving.

Nice to have

- Familiarity with public-sector purchasing routes and contract vehicles, such as government schedules or state and local contracts.