Solutions Architect

Overview

Operational Technology (OT) Cybersecurity

Pre-Sales

• Assist Business Development Managers in customer meetings, focusing on positioning the company's technical solutions and services, understanding customer environments, and managing expectations.
• Maintain strong customer relationships, identify technical requirements, and generate opportunities for sales, upselling, and cross-selling.
• Support Business Development Managers with strategic account planning from a technology perspective.
• Ensure the technical success of implementations through collaboration with project and implementation teams.
• Support the sales process by leveraging the company's solution portfolio and managing customer expectations throughout the sales cycle.
• Engage vendor pre-sales teams and internal technology leads as required and act as the technical interface between customers and external stakeholders.
• Create high-quality technical proposals including architecture diagrams, project plans, compliance matrices, technical responses, and RFP documentation.
• Define appropriate scopes of work (SOW) for proposed solutions.
• Plan, manage, and monitor Proof of Concepts (PoCs), including scope definition, success criteria, technical requirements, timelines, and presentation of results.
• Support sales teams in closing opportunities from a technical and solution perspective.
• Build or assist in creating lab environments for demonstrations, testing, and PoCs.

OT Security Subject Matter Expert

• Enable and mentor internal teams (Sales, Pre-Sales, Support, and Implementation) in OT security technologies and best practices.
• Identify relevant certifications for self-development and team development and provide periodic updates on certification status and maintenance activities.
• Assist in developing the organization's OT security technology portfolio and its integration with existing solution offerings.
• Assist in developing OT security service offerings.
• Keep internal teams informed about developments in OT security, relevant vendors, emerging technologies, and market trends, particularly within the Middle East region.
• Create and maintain technical documentation including design concepts, use cases, integration frameworks, HLDs, LLDs, best practices, and PoC documentation.
• Support marketing initiatives by developing OT security content for webinars, events, campaigns, and industry engagements.

Qualifications & Skills

• Excellent knowledge of Operational Technology (OT) cybersecurity concepts and architectures.
• Experience designing security controls and defense mechanisms for SCADA environments.
• Strong understanding of Industrial Cybersecurity standards including:
• IEC 62443
• IEC 62351
• NERC CIP
• NIST 800-82
• Experience working with OT security solutions from vendors such as:
• Nozomi Networks
• Tenable
• Sentryo
• IBM Security
• Forescout
• Bayshore Networks
• Similar OT security vendors
• Familiarity with industrial communication protocols.
• Understanding of industrial operational processes and procedures.
• Strong understanding of IT security technologies including:
• Firewalls

• Intrusion Prevention Systems (IPS)

• DDoS Protection
• Proxy Solutions
• Vulnerability Management
• Endpoint Security
• Data Diodes
• Understanding of API-based integrations and inter-product communication.
• Strong consulting and pre-sales experience with both technical and commercial engagement capabilities.
• Ability to translate complex technical concepts into clear business value propositions.
• Strong business acumen and customer-facing communication skills.
• Excellent technical documentation and report-writing abilities.
• Strong presentation and stakeholder management skills.
• Flexible and adaptable working style.
• Collaborative team player with a positive attitude.
• Excellent verbal and written communication skills in English.