Solutions Engineer

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

📋 Description

• Act as the main technical resource for the sales team and potential clients regarding OT/ICS cybersecurity and Claroty’s platform.

• Facilitate technical discovery sessions to gain insights into customer environments, operational challenges, and cybersecurity maturity.

• Convert customer pain points into solution strategies that align with both technical requirements and business objectives.

• Provide tailored product demonstrations and technical presentations to both technical and executive audiences.

• Plan, oversee, and execute Proofs of Concept and technical evaluations.

• Document findings and present outcomes that illustrate technical value, risk reduction, and return on investment (ROI).

• Design and propose scalable Claroty solutions that integrate with IT and security infrastructure, such as SIEM, firewalls, asset management platforms, virtualization systems, and cloud environments.

• Take ownership of and contribute to technical responses for RFPs, RFIs, and security questionnaires.

• Assist Sales and Channel Directors in formulating account plans and strategies for targeted partners.

• Collaborate with partners’ go-to-market teams on product strategies and delivery initiatives.

• Stay updated on ICS trends, cyber threats, regulatory frameworks, and competitive technologies.

• Offer actionable feedback to Product and Engineering teams.

• Represent Claroty at industry conferences, trade shows, and customer events.

• Lead webinars and contribute to the creation of technical content.

• Utilize internal and public generative AI tools to enhance prospect research, consolidate business intelligence, and streamline documentation.

⛳️ Requirements

• Over 5 years of experience in Sales Engineering, Solutions Architecture, or a similar customer-facing technical role, ideally within cybersecurity, industrial automation, networking, or enterprise SaaS.

• Experience in supporting complex enterprise sales cycles and working closely with Account Executives.

• Willingness to travel about 30–40%, including occasional overnight trips.

• Fluent in English.

• Strong understanding of networking protocols and architectures, including TCP/IP, UDP, routing, switching, and segmentation.

• In-depth knowledge of cybersecurity technologies and principles, such as firewalls, IDS/IPS, SIEM, vulnerability management, and threat detection.

• Experience with virtualization platforms like VMware and Hyper-V.

• Familiarity with AWS and Azure cloud environments is advantageous.

• Practical experience in one or more cybersecurity domains: Security & Risk Management, Asset Security, Security Architecture & Engineering, Communication & Network Security, Security Assessment & Testing.

• Proficiency with industrial protocols including Modbus, IEC 61850, DNP3, Ethernet/IP, and Profinet.

• Understanding of industrial control systems such as DCS, PLC, and SCADA.

• Experience working with vendors such as Siemens, Rockwell, Emerson, and GE.

• Insight into IT/OT convergence and network segmentation strategies.

• Exceptional communication and presentation abilities.

• Strong analytical and problem-solving skills.

• Self-motivated, proactive, and comfortable working both independently and cross-functionally.

• Capacity to manage multiple projects and priorities in a fast-paced environment.

• Bachelor’s degree in Computer Science, Engineering, Cybersecurity, or a related technical field (preferred).

• Relevant certifications such as CISSP, GICSP, CCNA, or similar are considered a strong advantage.

🏝️ Benefits

• Equal-opportunity employer dedicated to cultivating a diverse and inclusive work environment.

• Special accommodations available upon request during all phases of the selection process.