Senior Operational Technology Security Pre-Sales Engineer

Description

As a Senior OT Security Pre-Sales Engineer, you’ll support the delivery of security assessments, reviews, and implementations within industrial environments. This role is ideal for candidates eager to deepen their cybersecurity skills in critical infrastructure. You will serve as a trusted technical resource for both internal stakeholders and client decision-makers, helping shape compelling service offerings that meet real-world constraints. This is a high-impact, client-facing role that helps drive growth while ensuring engagements are scoped for successful delivery.

Role Responsibilities

Sales Enablement & Support

• Serve as the OT subject matter expert during pre-sales engagements, supporting AEs and clients in identifying the right services to meet their goals.

• Join client calls to translate objectives into clearly scoped work aligned with our OT portfolio (e.g., VADR, Architecture Reviews, Advisory Services).

• Deliver training and guidance to AEs to improve adoption and confidence in positioning OT services.

• Gather and feed back field insights to improve scoping consistency, sales materials, and service positioning.

Scope Development & Oversight

• Work closely with the Estimating & Proposal teams to shape accurate SoWs, based on client needs, questionnaire data, and sales conversations.

• Flag and articulate any unique requirements, risks, or constraints that may affect delivery expectations.

• Keep OT scope templates current and assist in evolving offerings as the threat landscape, regulations, and client needs evolve.

Collaboration & Process Improvement

• Partner with OT delivery leads to ensure that feedback from in-flight engagements is informing how future scopes are written.

• Support kickoff calls when needed to ensure clarity of objectives and smooth handoff to delivery.

• Collaborate with the Resource Management Office (RMO) to clarify pre-engagement needs, especially for non-standard or complex OT environments.

Strategic Contributions

• Identify growth opportunities by analyzing regional trends and feedback from sales activity.

• Support content creation (e.g., decks, playbooks, SoW templates) to help scale pre-sales efficiency.

• Participate in internal and external initiatives such as webinars, whitepapers, and client briefings to elevate GuidePoint’s OT brand.

Education, Credentials, and Experience

• 3+ years in OT security, industrial control systems, or critical infrastructure environments.

• 2+ years in a customer-facing role involving technical scoping or solution development.

• Familiarity with OT vendor platforms (e.g., Claroty, Nozomi, Dragos, Armis, Fortinet OT).

• Knowledge of frameworks such as ISA/IEC 62443, NIST-CSF, NERC CIP, and the Purdue Model.

• GICSP, GRID, or similar certifications preferred.

Knowledge, Skills, and Abilities

• Strong understanding of OT environments (ICS/SCADA/IIoT) and industrial security risks.

• Effective communicator across technical and executive audiences, both written and verbal.

• Experience with OT security tools (e.g., Claroty, Dragos, Nozomi, Armis) and related frameworks (e.g., NIST 800-82, ISA/IEC 62443).

• Proven ability to scope and articulate services clearly in Statements of Work (SoWs).

• Highly collaborative and responsive in dynamic pre-sales environments.