Solution Engineer

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

The Solution Engineer will be the primary technical sales resource for our regional sales team and will assist in identifying customer challenges and driving technical alignment between customer needs and the OPSWAT solutions. You will serve as a product and industry expert, effectively describing and demonstrating our solution as well as promoting our vision and approach. You will be a trusted point of contact for our customers while advancing the sales process.

At the same time, you will be a liaison to the engineering team to drive the direction of the product. 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 enterprise sales.

What You Will be Doing

• Work with the OPSWAT sales team as well as partners to drive Enterprise business 


• Manage customer requirements, expectations, and solution buy-in


• Build customer’s confidence and awareness in our products/solutions


• Manage, deliver, and present detailed responses to industry RFPs


• Train and certify resellers and partners


• Present at Conferences and Seminars


• Support proof of concepts, implementations and installs as needed to successfully satisfy customer requirements

What We Need from You 

• 5+ years of cybersecurity or networking software sales engineering or technical sales experience 


• Excellent track record in developing new business and meeting/exceeding sales targets 


• Comfortable leading discussions within the cybersecurity domain to all customer levels (CISO to IT administrator)


• Strong presentation and application demo skills 


• Experience installing and troubleshooting enterprise applications in Windows and Linux environments


• A self-motivator who thrives on identifying and resolving customer pain points.

It Would be Nice if You Had

• Experience in enterprise software or networking solutions, ideally within the network or device security space


• Knowledge of Sandbox and anti-malware products and markets


• A technical understanding of APIs


• Experience working with CRM software

Key Performance Indicators (KPIs)

• Quota Attainment – Achievement of assigned sales and revenue targets.


• Evaluation Technical Win Rate (by End Date) – Percentage of successful technical evaluations concluded positively by the end date.


• Open Pipeline – Volume and quality of active opportunities in the sales pipeline.


• Jira Ticket – Timely and effective handling of customer or partner technical issues logged in Jira.


• # Demo Meeting (>5 mins speaking) – Number of meaningful demo sessions conducted, with at least 5 minutes of active presentation or technical engagement.