OT Cybersecurity Presales Specialist

Technical Presales Lifecycle Ownership

• Own the technical presales lifecycle for assigned OT cybersecurity opportunities, from initial qualification and technical discovery through solution design, proposal, presentation, negotiation support and handover to Delivery.
• Support Sales and the OT Director in qualifying and developing OT cybersecurity opportunities.
• Lead technical discovery sessions, assessments and workshops with customers.
• Understand customer OT architecture, assets, networks, systems, cybersecurity controls and operational constraints.
• Identify cybersecurity gaps and translate customer requirements into appropriate solutions.
• Present proposed solutions to customer technical and management teams, and lead technical discussions throughout the sales cycle.

OT/ICS Architecture & Standards

• Demonstrate the ability to interpret and develop OT/ICS architectures, including Purdue-based architectures, Zones and Conduits, Industrial DMZs, SCADA/DCS environments, PLCs, RTUs, SIS, IIoT, and IT/OT interfaces.
• Apply practical understanding of IEC 62443, particularly concepts related to zones and conduits, Security Levels, risk assessment, system requirements and lifecycle security, alongside NIST SP 800-82 and other applicable industrial cybersecurity standards.
• Ensure proposed solutions consider the realities of industrial environments, including availability, safety, legacy systems, production continuity and operational constraints.
• Distinguish between IT and OT security requirements and recommend controls appropriate to industrial environments, without unnecessarily impacting safety, availability or production.

OT Cybersecurity Solutions

Design and develop solutions covering areas including:

• OT/ICS cybersecurity assessments and gap assessments
• OT secure network architecture and segmentation
• OT asset discovery, inventory and visibility
• OT security monitoring and threat detection
• Vulnerability and risk management
• Secure remote access
• OT SOC and monitoring integration
• Incident readiness and response
• OT security governance and compliance
• Industrial cybersecurity architecture and hardening
• Backup & restoration solutions.
• Antimalware, whitelisting and Endpoint Protection.
• Intrusion Detection Systems (IDS)
• Log management.

Proposal & Solution Development

• Lead and contribute to responses for RFPs, RFQs, tenders and technical questionnaires, including compliance matrices, technical responses, solution architectures, implementation methodologies and Bills of Materials.
• Prepare tender and proposal documentation, including priced Bills of Quantities (BoQ).
• Develop technical scopes, architectures, Bills of Materials and implementation approaches.
• Understand customer requirements and translate them into solutions that balance technical suitability, deliverability, customer value and commercial considerations.
• Participate in customer meetings, presentations, demonstrations, workshops and Proof of Concepts (PoC) where required.
• Ensure assumptions, exclusions, dependencies and customer responsibilities are clearly defined. Commercial & Solution Costing
• Work with Sales and management to develop commercially viable solutions, including solution costing, BoM development, resource estimation, vendor pricing and technical assumptions.
• Estimate resources, effort and delivery requirements together with the OT Delivery team.
• Work with Sales to ensure proposed solutions are both technically sound and commercially viable.

Vendors & Technology

• Maintain working knowledge of leading OT cybersecurity technologies and vendors across OT network monitoring, asset visibility, segmentation, secure remote access, vulnerability management, threat detection, SOC integration and industrial cybersecurity (e.g., Nozomi Networks, Dragos, Fortinet, TxOne, Tenable OT, or equivalent platforms).
• Evaluate new technologies and their potential fit within ITSEC’s OT cybersecurity portfolio.
• Work with vendors and partners on solution design and technical enablement.
• Support the OT Director in developing and improving ITSEC’s OT cybersecurity offerings, and help create repeatable solution architectures, methodologies and service offerings.

Sales & Delivery Coordination

• Work closely with Sales during opportunity development and with Delivery during project handover.
• Ensure that solutions proposed to customers can be effectively delivered.
• Maintain clear documentation of customer requirements, assumptions, architecture and scope.
• Ensure smooth transition from Presales to Delivery after opportunities are won,
• Support Delivery teams on complex technical topics when required.