Solutions Engineer

About Xage

About the Role

• Work creatively with customer and internal stakeholders to define technical solutions that meet customer use cases and requirements using a combination of internal and in some cases 3rd party software/hardware/tools.
• Create and present detailed technical and business proposals demonstrating how Xage addresses customer challenges, including solution architecture, use case description, and deployment schedules.
• Represent Xage at industry events and conferences, including occasional speaking engagements.
• Identify gaps in product functionality and flexibility and proactively work with product management and engineering organizations to address these gaps using a combination of internal R&D and technology/product partnerships.

About You

• Demonstrated hands-on technical knowledge and experience working with industrial networking solutions, industrial control systems, or cybersecurity solutions (e.g., identity and access management).
• Demonstrated success in creating winning solutions and proposals that result in customer wins and exceeded sales goals.
• Demonstrated success forming technology solutions and system integration partnerships in industrial verticals.
• Experience and understanding of the operational requirements of utility companies, oil & gas operators, renewable energy operators, and/or transportation operations.
• Experience with product or service delivery with Identity and Access Management solutions.
• Deep understanding of IT and OT network communication protocols.
• Knowledge and understanding of various security control frameworks (e.g., IEC62443, NERC CIP, NIST, NCSC CAF).
• Knowledge of Purdue Reference Architecture.
• Experience with the application of threat modeling or other risk identification techniques.
• Knowledge and experience in cybersecurity assessments for both OT & IT security.
• Good understanding of Operational Technologies such as Programmable Logic Controllers (PLCs), Supervisory Control and Data Acquisition (SCADA) software, RTUs, HMI, and Distributed Control Systems (DCS).
• Strong experience with Windows, Active Directory, LDAP with knowledge of UNIX/Linux systems.
• Ability to communicate & present to a range of technical and executive stakeholders.
• Excellent architecture life-cycle design and documentation skills.

Complementary Skills

• Expertise in network segmentation and micro-segmentation.
• Proficiency in designing secure network architectures integrating IT and OT environments.
• In-depth knowledge of securing industrial protocols.
• Advanced skills in implementing RBAC and ABAC.
• Experience with secure remote access solutions for industrial environments.
• Expertise in hardening network devices.
• Proficiency in implementing data encryption and secure communications.
• Skills in integrating IAM solutions with network security tools.
• Experience in designing scalable network solutions.
• Knowledge of security automation and orchestration tools

What You Need to Succeed

• Bachelor of Science or higher in Engineering or another technical discipline.
• Minimum of 10 years of experience with networking, industrial automation, or security solutions, with at least 5 years of experience working in or with field sales organizations. Senior roles in technical field roles preferred.
• Minimum 3+ years of work experience in Operational Technology Security.
• Strong experience in technical pre-sales support of cybersecurity solutions for industrial operations/critical infrastructure.
• Able to respond to functional and technical elements of RFIs/RFPs.
• Conduct and ensure success of customer proof-of-concepts (POCs).
• Strong presentation skills as well as the ability to build and present high-quality product demonstrations to both technical and executive audiences.
• Superior communication and interpersonal skills; ability to build relationships at multiple levels to work cross-organizationally toward solutions; excellent leadership and consensus-building skills.
• Strong understanding of cybersecurity concepts focused on access management in OT landscapes to meet functional, technical, and regulatory requirements.
• Prior experience with enterprise applications, security management, systems management, identity management, and/or policy management solutions preferred, especially in the IAM or remote access space.
• GICSP, CISSP, or SANS certification preferred.