The Solutions Engineer will design technical solutions for customers, create proposals, represent Xage at events, and address product gaps with internal teams.
About Xage
Xage is the first and only zero trust real-world security company. Powered by the Xage Fabric, the company’s Identity & Access Management, remote access, and dynamic data security solutions allow customers to secure, manage, and transform operations. With its distributed, scalable, and easy-to-operate Fabric, Xage solves the complex digitization challenges of the real-world operations we rely on. Xage customers include leaders in manufacturing, energy, O&G, utilities, space, logistics, and transportation.
Xage is looking for a Solutions Engineer to lead our technical interests with customers and partners. The responsibility of this role is to work with customers and partners to design winning solutions as part of the pre-sales cycle, enabling Xage to accelerate customer acquisition and achieve sales goals
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.
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