14 hours ago
Responsibilities
- Partner with account executives and partners to grow OPSWAT’s OT and critical infrastructure business.
- Manage customer requirements, expectations, and solution buy-in across IT and OT stakeholders.
- Deliver demonstrations of OPSWAT OT security solutions, including MetaDefender Industrial Firewall and MetaDefender OT Access.
- Prepare and present detailed RFP responses for utilities and regulated critical infrastructure operators.
- Develop partner relationships and their technical understanding of OPSWAT’s OT portfolio.
- Present at conferences and seminars focused on OT/ICS security and critical infrastructure protection.
- Conduct workshops, proof-of-value engagements, and post-sale transitions in plant-floor and control-room environments.
Requirements
- Experience supporting sales to state, local, or education government accounts or water and wastewater utilities.
- History of developing new and expansion business with public-sector or utility customers.
- Ability to lead discussions with agency leadership, plant operators, and IT/OT administrators.
- Strong presentation and demonstration skills.
- Working knowledge of OT, ICS, and SCADA environments.
- Awareness of EPA and state cybersecurity requirements affecting water utilities.
- Familiarity with public-sector procurement and contract vehicles such as GSA Schedule, SEWP, and state/local contracts is preferred.
- Experience installing and troubleshooting enterprise or industrial applications.
- Strong problem-solving skills and ability to identify and resolve customer pain points.
Categories
Solutions Engineering
About OPSWAT
OPSWAT builds cybersecurity software for critical infrastructure, delivering malware prevention, content disarm and reconstruction, secure file transfer, and device access control across IT, OT, and ICS environments. It sells enterprise software and SaaS platforms to public- and private-sector organizations worldwide. Founded in 2002 and headquartered in Tampa, Florida, the privately held company is used in regulated industries such as energy, government, and finance.