Senior Director of OT Sales Engineer

AMER- Remote Sales Engineering
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OPSWAT is a global cyber security company providing solutions for enterprises since 2002 to identify, detect, and remediate advanced security threats from data and devices coming into and out their networks. Trusted by over 1,000 organizations worldwide and with over 30 anti-malware engines, 100+ data sanitization engines and more than 25 technology integration partners, OPSWAT is a pioneer and leader in data sanitization, vulnerability detection, multi-scanning, device compliance, and cloud access control. 

OPSWAT. Trust no file. Trust no device.

The Position:

The Sr. Director of OT Sales Engineer (SE) will be the primary ICS-related and OT technical sales resource for our Global Sales and Channel team.  The OT Sr. SE Director will assist in identifying customer challenges and driving technical alignment between customer needs and the OPSWAT solutions portfolio. This role will have a focus on solutions and innovations which protect the industrial, critical infrastructure and utility business sectors. As the OT Sr. SE Director, you will serve as a product and cybersecurity solutions industry expert.  You will effectively describe and demonstrate our OT (Operational Technology) solutions and promote our vision and approach. You will be a trusted point of contact for our customers while advancing the sales process and a liaison to the internal product engineering teams to drive the direction of the solutions. The ideal candidate will have previous work experience as a member of a corporate sales team and a career track record of supporting large and complex ICS customers and selling motions.  We are interested in candidates based in North America or Europe with a valid passport and reasonable access to an international airport.  Expected travel for this position will be 50-60%.

What You Will Be Doing:

  • Working with the OPSWAT Product owners, Sales team, and OT Channel partners to drive demand in the industrial, critical infrastructure and utility business sectors. 
  • Interact with all levels of OT personnel (Plant floor Operations to C-Levels)
  • Evangelize OPSWAT’s Critical Infrastructure Protection (CIP) story.
  • Be a trusted advisor in our CIP space.
  • Manage, deliver, and present detailed responses to complex industry RFPs
  • Train and certify, internal sales, SE, resellers, and partners
  • Present at Industry Conferences and Seminars
  • Work to build a team which supports proof of concepts and demonstrations which successfully satisfy customer requirements.

What We Need from You:

  • 10+ years knowledge of SCADA industrial control, architecture, and operational technology
  • 5+ years of ICS security, OT networking protocols and ICS enabling technologies. 
  • Excellent track record in developing new business and meeting/exceeding sales targets 
  • Technical sales experience, strong presentation, and application demonstration skills 
  • Understanding of air-gapped protected networks and the challenges transferring data
  • A self-motivator who thrives on identifying and resolving customer pain points.
  • Thought leadership around OT industry Trends and CISA vulnerability reports

It Would Be Nice If You Had:

  • Experience installing, configuring, and troubleshooting ICS/SCADA devices in an OT environment
  • Previous employment with an OT/ICS/SCADA manufacturer (Siemens, Honeywell, ABB, Allen-Bradley, Rockwell, Yokagawa, etc.)
  • Knowledge of OT protection and Purdue model designs
  • Databased replication related to historian environments
  • Experience working with CRM software

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.