Senior Operational Technology Security Pre-Sales Engineer

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

📋 Description

• Act as the subject matter expert in Operational Technology (OT) during pre-sales discussions, assisting Account Executives (AEs) and clients in determining the most suitable services to achieve their objectives.

• Participate in client meetings to convert goals into well-defined projects that align with our OT offerings (e.g., VADR, Architecture Reviews, Advisory Services).

• Provide training and support to AEs to enhance their understanding and confidence in presenting OT services.

• Collect and relay field insights to enhance scoping uniformity, sales resources, and service positioning.

• Collaborate closely with the Estimating & Proposal teams to create precise Statements of Work (SoWs) tailored to client requirements, using questionnaire data and sales discussions.

• Identify and communicate any specific needs, risks, or limitations that may influence delivery expectations.

• Maintain up-to-date OT scope templates and assist in the development of offerings as the threat landscape, regulations, and client requirements evolve.

• Work alongside OT delivery leads to ensure that feedback from current engagements informs the drafting of future scopes.

• Assist in kickoff meetings as necessary to guarantee clarity of goals and a seamless transition to delivery.

• Partner with the Resource Management Office (RMO) to clarify pre-engagement requirements, particularly for non-standard or complex OT settings.

• Discover growth opportunities by analyzing regional trends and feedback from sales activities.

• Aid in the creation of content (e.g., presentations, playbooks, SoW templates) to enhance pre-sales efficiency.

• Engage in internal and external projects such as webinars, whitepapers, and client briefings to elevate GuidePoint’s OT reputation.

⛳️ Requirements

• Over 3 years of experience in OT security, industrial control systems, or critical infrastructure settings.

• At least 2 years in a client-facing position that involves technical scoping or solution development.

• Familiar with OT vendor platforms (e.g., Claroty, Nozomi, Dragos, Armis, Fortinet OT).

• Understanding of frameworks such as ISA/IEC 62443, NIST-CSF, NERC CIP, and the Purdue Model.

• Preferred certifications include GICSP, GRID, or similar credentials.

🏝️ Benefits

• Group Medical Insurance options: Zero Deductible PPO Plan (GuidePoint covers 90% of the premium for employees and 70% for family plans (spouse/children/family) or a High Deductible Health Plan with HSA (GuidePoint pays 100% of the employee's premiums and 75% for family plans (spouse/children/family). If you opt for the High Deductible / HSA plan, GPS will contribute in 4 equal quarterly installments: ($850 per employee annually / $1750 per family annually (includes spouse/children/family options).

• Group Dental Insurance: GuidePoint covers 100% of the premium for employees and 75% for family plans.

• 12 corporate holidays and a Flexible Time Off (FTO) program.

• Healthy mobile phone and home internet allowance.

• Eligibility for retirement plan after 2 months at open enrollment.

• Pet Benefit Option.