About the role
OPSWAT, a global leader in IT, OT, and ICS critical infrastructure cybersecurity, delivers an end-to-end platform that gives public and private sector organizations and enterprises the critical advantage needed to protect their complex networks, secure their devices, and ensure compliance. Over the last 20 years our commitment to innovative technology has earned the trust of more than 1,700 organizations, governments, and institutions globally, solidifying our role in protecting the world’s critical infrastructure and securing our way of life.
The Position
OPSWAT is seeking a Solution Engineer to serve as a key technical advisor to our Large & Medium Enterprise accounts sales team. Based in Bangalore or Chennai this role will be instrumental in driving technical success across enterprise customers, aligning customer security challenges with OPSWAT’s differentiated solutions. The position reports to the Sales Leader for India.
You will partner closely with Sales, Channel Partners, and Customers to understand business and technical requirements, and position OPSWAT’s capabilities across file security, data sanitization (CDR), vulnerability detection, and critical infrastructure protection.
As a trusted advisor, you will lead technical engagements from discovery through proof-of-concept to deal closure, while effectively communicating OPSWAT’s vision and value proposition.
What You Will Be Doing
Technical Sales & Deal Execution
- Partner with Sales and Channel teams to drive Large enterprise opportunities and revenue growth
- Lead technical discovery, aligning customer challenges with OPSWAT solutions
- Drive technical win strategy and secure customer buy-in throughout the sales cycle
- Support and execute proof-of-concepts (POCs), demos, and technical validations
Customer Engagement & Advisory
- Build strong relationships with stakeholders from CISO to IT administrators
- Position OPSWAT solutions with a focus on risk reduction, compliance, and operational resilience
- Understand customer environments (IT, security, and increasingly OT) and map relevant use cases
Partner Enablement & Ecosystem Support
- Train and enable resellers and system integrators to effectively position and deploy OPSWAT solutions
- Support joint account planning and partner-led opportunities
Execution Excellence
- Lead and deliver high-quality responses to RFPs/RFIs
- Present at industry conferences, seminars, and customer workshops
- Collaborate with Regional Sales Managers (RSMs) on account planning and strategy
- Provide feedback to Product and Engineering teams based on market and customer insights
What We Need From You
- Bachelor’s degree in a technical discipline or equivalent experience
- 4+ years of experience in cybersecurity or networking pre-sales / solution engineering
- Proven track record supporting new business development and exceeding sales targets
- Strong presentation, demo, and storytelling skills
- Solid understanding of networking fundamentals and security architectures
- Hands-on experience installing and troubleshooting applications in Windows and Linux environments
- Ability to engage confidently across technical and executive audiences
- Self-driven, proactive, and comfortable working in a fast-paced, evolving environment
- High level of integrity and professionalism
Nice to Have
- Experience with file security, device security, network security, or related domains
- Knowledge of sandboxing, malware analysis, and threat detection technologies
- Exposure to OT/ICS security environments
- Experience with cloud platforms (AWS, Azure, GCP)
- Familiarity with APIs and integrations
- Scripting skills (Bash, PowerShell, Python)
- Experience with databases (MySQL, MongoDB)
- Network integration experience (Cisco, Juniper, Aruba, etc.)
- Relevant cybersecurity certifications
OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws.
Recruiting Agencies: we do not accept unsolicited resumes from third party agencies for any of our open positions. To submit resumes for our jobs, there must be a recruiting contract approved by our legal team and endorsed by both parties. We are currently not accepting additional 3rd party agencies at this time.