Senior Pre-Sales Engineer – OT Cybersecurity

Shieldworkz is an operational technology cybersecurity company seeking a Senior Pre-Sales Engineer to lead technical sales engagements across the Americas. The role advises customers, partners, and sales teams; designs OT cybersecurity solutions; and supports technical validation, partner enablement, and revenue growth.

Responsibilities:

• Lead technical discovery sessions, customer workshops, and cybersecurity assessments to understand OT environments, operational risks, and security requirements
• Deliver product demonstrations, technical presentations, proof-of-concept (PoC) engagements, and solution validations
• Translate customer challenges into tailored OT cybersecurity solutions aligned with business objectives and operational requirements
• Engage with CISOs, CIOs, OT security leaders, plant managers, control engineers, and enterprise architects
• Communicate technical capabilities, differentiation, and business value to both technical and executive audiences
• Design and present cybersecurity architectures for industrial networks, SCADA, DCS, PLC, HMI, and other industrial control environments
• Demonstrate understanding of OT asset discovery, network visibility, industrial protocol analysis, vulnerability management, threat detection, and security monitoring
• Address OT-specific requirements, including passive monitoring, legacy systems, industrial protocol compatibility, network segmentation, and operational continuity
• Map customer requirements to relevant security frameworks and standards, including IEC 62443, NIST CSF, NIST SP 800-82, and applicable energy-sector requirements
• Develop solution designs, architecture diagrams, technical proposals, and implementation recommendations
• Partner with Account Executives and regional sales leadership to qualify opportunities, develop account strategies, and advance deals through the sales cycle
• Lead the technical components of RFPs, RFIs, security questionnaires, and customer due diligence
• Develop technical responses, statements of work, bills of materials where applicable, and solution proposals
• Identify customer pain points, technical objections, competitive positioning, and opportunities for expansion
• Support pipeline development, technical win strategies, and achievement of regional revenue targets
• Define PoC objectives, success criteria, deployment requirements, and evaluation plans
• Coordinate product evaluations and validate capabilities against customer requirements
• Troubleshoot technical issues and collaborate with product, engineering, and implementation teams to resolve customer concerns
• Document PoC outcomes, technical findings, and recommendations to support purchasing decisions
• Enable channel partners, MSSPs, system integrators, distributors, and technology partners across the Americas
• Deliver technical training, solution briefings, demonstrations, and partner enablement sessions
• Support joint customer engagements and co-selling initiatives
• Build trusted relationships within the OT cybersecurity ecosystem, including industrial automation vendors and critical infrastructure stakeholders
• Capture customer feedback, emerging security requirements, competitive insights, and product enhancement requests
• Work closely with product management and engineering to influence the roadmap and improve solution capabilities
• Track evolving OT cybersecurity threats, technologies, standards, and market trends

Requirements:

• 10+ years of experience in pre-sales engineering, solutions consulting, sales engineering, cybersecurity architecture, or a related technical customer-facing role
• At least 5 years of relevant experience in cybersecurity, industrial networking, OT/ICS security, industrial automation, or critical infrastructure environments
• Strong understanding of industrial control systems, including SCADA, DCS, PLCs, HMIs, and industrial communication protocols
• Knowledge of industrial protocols such as Modbus, DNP3, OPC UA, EtherNet/IP, PROFINET, IEC 61850, and related OT protocols
• Experience delivering technical demonstrations, customer workshops, PoCs, RFP responses, and solution architecture presentations
• Strong understanding of TCP/IP networking, network segmentation, firewalls, routing, switching, and industrial network architectures
• Familiarity with OT cybersecurity frameworks and standards, particularly IEC 62443 and NIST SP 800-82
• Proven ability to engage with enterprise customers, technical stakeholders, and senior executives
• Excellent written, verbal, presentation, and technical documentation skills
• Authorization to work in the United States, where applicable
• Customer-first mindset: Understands customer priorities and connects cybersecurity capabilities to operational outcomes
• Technical credibility: Can engage in detailed discussions with OT engineers, cybersecurity teams, and executive stakeholders
• Commercial awareness: Understands how technical validation supports business cases and revenue growth
• Problem-solving: Can navigate complex industrial environments and resolve technical challenges
• Collaboration: Works effectively across sales, product, engineering, marketing, and partner teams
• Ownership: Takes responsibility for technical engagements and drives them toward measurable outcomes
• Communication: Explains complex technical concepts clearly and persuasively
• Experience with OT cybersecurity platforms covering asset discovery, passive network monitoring, threat detection, vulnerability management, and industrial protocol inspection
• Familiarity with Purdue Model architectures, OT/IT convergence, industrial DMZs, and secure remote access
• Experience supporting customers in energy and utilities, oil and gas, manufacturing, transportation, water, or other critical infrastructure sectors
• Relevant certifications such as GICSP, CISSP, ISA/IEC 62443, Security+, or comparable industrial cybersecurity credentials
• Experience working with system integrators, MSSPs, global technology partners, and enterprise sales organizations
• Familiarity with North American critical infrastructure requirements, including applicable NERC CIP requirements for electric utilities
• Experience supporting enterprise procurement, technical evaluations, and complex, multi-stakeholder sales cycles