Solution Engineer

Role Overview

Solution Engineer at OPSWAT, a global leader in IT, OT, and ICS critical infrastructure cybersecurity. This role is based in a regional sales territory.

Company Overview

OPSWAT delivers an end-to-end platform protecting complex networks, securing devices, and ensuring compliance for public and private sector organizations and enterprises. Over 20 years of commitment to innovative technology has earned the trust of more than 1,700 organizations, governments, and institutions globally.

Role Purpose

The Solution Engineer serves as the primary technical sales resource for the regional sales team, identifying customer challenges and driving technical alignment between customer needs and OPSWAT solutions. You will act as a trusted point of contact and product expert while advancing the sales process and liaising with the engineering team to influence product direction.

Key Responsibilities

Sales & Business Development

• Work with the OPSWAT sales team and partners to drive Enterprise business.
• Manage customer requirements, expectations, and solution buy-in.
• Build customer confidence and awareness in OPSWAT products and solutions.
• Advance the sales process and develop new business opportunities.

Customer Engagement & Technical Support

• Lead discussions within the cybersecurity domain across all customer levels, from CISO to IT administrator.
• Support proof of concepts, implementations, and installs to satisfy customer requirements.
• Support customer and partner technical issues.
• Train and certify resellers and partners.

Demonstrations & Presentations

• Present detailed responses to industry RFPs.
• Deliver presentations and application demonstrations of solutions.
• Conduct demo meetings with customers.
• Present at conferences and seminars.

Qualifications & Experience

• 5+ years of cybersecurity or networking software sales engineering or technical sales experience.
• Excellent track record in developing new business and meeting or exceeding sales targets.
• Experience installing and troubleshooting enterprise applications in Windows and Linux environments.
• Experience in enterprise software or networking solutions, ideally within network or device security space.

Skills & Competencies

• Strong presentation and application demo skills.
• Technical understanding of APIs.
• Knowledge of Sandbox and anti-malware products and markets.
• Experience working with CRM software.
• Self-motivated with ability to identify and resolve customer pain points.

Additional Information

Key Performance Indicators

• 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.