Solutions Architect
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Key skills for this role
About the Role
Dautom is seeking a Principal OT Security Solution Architect for a senior pre-sales and solution architecture role focused on Operational Technology (OT) Cybersecurity. The role involves customer engagement, solution positioning, proposal development, PoC management, and technical account management.
Key Skills for This Role
Responsibilities
- Assist Business Development Managers in customer meetings, focusing on positioning the company's technical solutions and services
- 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
- Enable and mentor internal teams (Sales, Pre Sales, Support, and Implementation) in OT security technologies and best practices
Requirements
- 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, or similar
- Familiarity with industrial communication protocols
- Understanding of industrial operational processes and procedures
- Strong understanding of IT security technologies including firewalls, 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
- Excellent technical documentation and report writing abilities
- Strong presentation and stakeholder management skills
- Excellent verbal and written communication skills in English
Full Job Posting
Role Summary
- This is a senior pre sales and solution architecture role focused on Operational Technology (OT) Cybersecurity.
- The position plays a critical role in driving business growth through customer engagement, solution positioning, requirements gathering, proposal development, proof of concept (PoC) management, and technical account management for key clients.
- The Principal OT Security Solution Architect is responsible for ensuring customer success from a technology architecture and solution perspective, maintaining alignment with implementation teams, managing technical vendor relationships, enabling internal teams, and identifying cross selling and up s
Pre Sales Responsibilities
- 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 Responsibilities
- 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, or 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.
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