Senior Manager, Solution Consulting – OT, Cyber-Physical Systems

This is a fully remote position, open to applicants in Massachusetts.

📋 Description

• Lead, manage, and mentor a global team of OT Solution Consultants.

• Provide coaching, feedback, career development, and performance evaluations.

• Create individual development plans while identifying coverage gaps, staffing needs, and succession planning opportunities.

• Demonstrate AI-native methodologies in account research, discovery preparation, demo and proof-of-value design, proposal support, pipeline inspection, and team coaching.

• Develop reusable AI assets, including prompts, agents, skills, demo scripts, and playbooks.

• Collaborate with Account Executives, Armis and Veza specialists, and OT sales leadership to qualify, shape, and secure complex OT/CPS opportunities.

• Offer technical leadership through discovery, demonstrations, proofs of value, RFP responses, and executive presentations.

• Define go-to-market strategies, vertical approaches, and sales collateral.

• Engage with CISOs, OT security leaders, plant and operations leaders, and architects to comprehend requirements and desired business outcomes.

• Advise clients on OT security, compliance, and risk mitigation.

• Conduct customer site visits, workshops, executive briefings, demonstrations, and proofs of value.

• Provide field insights to Product Management regarding features, competitive gaps, and market demands.

• Collaborate with Marketing, Enablement, Services, Partners, and Customer Success teams.

• Monitor the competitive landscape of OT security and emerging industrial technologies.

• Report on team performance, coverage, and AI adoption to senior leadership.

⛳️ Requirements

• A bachelor's degree in a technical field (e.g., Computer Science, Engineering) or equivalent professional experience.

• Proven track record in solution consulting, sales engineering, or technical sales, ideally in cybersecurity, OT/ICS security, or industrial technology.

• Experience in managing and developing technical pre-sales teams, including talent assessment, standard setting, and coaching for improvement.

• Extensive knowledge of OT/ICS environments, protocols, and architectures, including the Purdue model and segmentation, along with OT security and asset visibility.

• Familiarity with OT regulatory and standards frameworks (NIS2, NERC CIP, IEC 62443, CIRCIA, etc.).

• Practical experience with generative and agentic AI in your work, along with a history of promoting AI adoption within a team.

• Exceptional communication and presentation skills suitable for both technical and executive audiences.

• Strong customer-centric approach with the ability to build relationships with senior stakeholders.

• Analytical mindset, leveraging data and metrics to inform decisions.

• Proactive and self-motivated in a fast-paced, dynamic setting.

• Willingness to travel up to 40% of the time on average.

🏝️ Benefits

• Equity when applicable.

• Variable or incentive compensation.

• Health plans.

• Flexible spending accounts.

• 401(k) Plan with company match.

• Employee Stock Purchase Plan (ESPP).

• Matching donations.

• Flexible time away plan.

• Family leave programs.