Senior Solution Engineer (SLED & Water Treatment)

About this role

<div class="content-intro"><p><span class="acronym-highlight">OPSWAT</span>, a global leader in IT, <span class="acronym-highlight">OT</span>, and <span class="acronym-highlight">ICS</span> 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.</p></div><p><strong>The Position</strong></p> <p class="font-claude-response-body break-words whitespace-normal">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?</p> <p class="font-claude-response-body break-words whitespace-normal">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.</p> <p class="font-claude-response-body break-words whitespace-normal">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.</p> <p><strong>What You Will be Doing</strong></p> <ul> <li class="font-claude-response-body whitespace-normal break-words pl-2">Work with AEs and partners to grow OPSWAT's business across SLED agencies and water/wastewater utilities</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Manage customer requirements, expectations, and solution buy-in across IT, OT, and compliance stakeholders</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Maintain and frequently deliver high-impact demos of OPSWAT's OT and public-sector security solutions</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Manage, deliver, and present detailed responses to RFPs and public-sector procurement processes, including state/local contract vehicles</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Nurture partner relationships and their technical understanding of OPSWAT's SLED and water sector portfolio</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Speak at conferences and seminars focused on public-sector and water/wastewater cybersecurity</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Conduct workshops, proof of value, and post-sale transitions with municipal, state, and utility customers</li> </ul> <p><strong>What We Need from You</strong><strong>&nbsp;</strong></p> <ul> <li class="font-claude-response-body whitespace-normal break-words pl-2">Experience supporting sales into state, local, or education government accounts, or water/wastewater utilities</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">A history of developing new and expansion business with public-sector or utility customers</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Comfort leading discussions with all customer levels, from agency leadership to plant operators and IT/OT administrators</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Strong presentation and demo skills</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Working knowledge of OT/ICS/SCADA environments, and awareness of regulatory frameworks affecting water utilities (e.g., EPA and state cybersecurity requirements)</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Familiarity with public-sector procurement and contract vehicles (e.g., GSA Schedule, SEWP, state/local contracts) a plus</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Experience installing and troubleshooting enterprise or industrial applications</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Problem-solving abilities; skilled at identifying and resolving customer pain points</li> </ul> <p><strong><span data-contrast="auto">We Value Our Differences&nbsp;</span></strong><span data-ccp-props="{}">&nbsp;</span></p> <ul> <li><span data-contrast="auto">We are committed to building a diverse and inclusive team.&nbsp; 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.&nbsp;</span><span data-ccp-props="{}">&nbsp;</span></li> </ul> <p><span data-contrast="auto">If this sounds like you, or close to you, I’d love to meet and perhaps build something great together.</span><span data-ccp-props="{}">&nbsp;</span></p><div class="content-conclusion"><p>OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are e