About this Senior Solution Engineer (SLED & Water Treatment) role at OPSWAT
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.
The Position
Are you purpose-driven? We are. At OPSWAT, our purpose is to secure the way of life we all enjoy. We focus our innovations on protecting Critical Infrastructure, and few sectors carry higher public stakes than the state, local, and education (SLED) agencies and water/wastewater utilities that keep communities running. You've probably done some interesting things in your career, but how often can you say your work directly protects the water supply and public services your neighbors depend on?
This role focuses on SLED customers and water treatment facilities, where OT/ICS security, regulatory compliance, and public-sector procurement all intersect. As threats against water utility PLCs and SCADA systems escalate and states move from voluntary to mandatory cybersecurity requirements, you'll be the technical guide helping these organizations close the gap.
As a Solution Engineer, you'll uncover customer challenges, show how OPSWAT solves them, and guide customers through operationalizing the solution. You'll maintain proficiency in OT/ICS and public-sector security domains, expertise in our products, and the disposition that makes customers want to partner with you for their success. You'll also have a voice with the product team, feeding back field insight that shapes future capabilities.
What You Will be Doing
- Work with AEs and partners to grow OPSWAT's business across SLED agencies and water/wastewater utilities
- Manage customer requirements, expectations, and solution buy-in across IT, OT, and compliance stakeholders
- Maintain and frequently deliver high-impact demos of OPSWAT's OT and public-sector security solutions
- Manage, deliver, and present detailed responses to RFPs and public-sector procurement processes, including state/local contract vehicles
- Nurture partner relationships and their technical understanding of OPSWAT's SLED and water sector portfolio
- Speak at conferences and seminars focused on public-sector and water/wastewater cybersecurity
- Conduct workshops, proof of value, and post-sale transitions with municipal, state, and utility customers
What We Need from You
- Experience supporting sales into state, local, or education government accounts, or water/wastewater utilities
- A history of developing new and expansion business with public-sector or utility customers
- Comfort leading discussions with all customer levels, from agency leadership to plant operators and IT/OT administrators
- Strong presentation and demo skills
- Working knowledge of OT/ICS/SCADA environments, and awareness of regulatory frameworks affecting water utilities (e.g., EPA and state cybersecurity requirements)
- Familiarity with public-sector procurement and contract vehicles (e.g., GSA Schedule, SEWP, state/local contracts) a plus
- Experience installing and troubleshooting enterprise or industrial applications
- Problem-solving abilities; skilled at identifying and resolving customer pain points
We Value Our Differences
- We are committed to building a diverse and inclusive team. If you’re excited about this role but your experience doesn’t align perfectly with every qualification, we encourage you to apply anyway. You may be just the right candidate for this or other roles.
If this sounds like you, or close to you, I’d love to meet and perhaps build something great together.
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.
Recruiting Agencies: we do not accept unsolicited resumes from third party agencies for any of our open positions. To submit resumes for our jobs, there must be a recruiting contract approved by our legal team and endorsed by both parties. We are currently not accepting additional 3rd party agencies at this time.
