Principal OT Security Solution Architect

The role is crucial to Help AG’s success in the market and strongly sales-focused to ensure increased business. Main duties are pre-sales activities including client meetings, solution positioning, requirements gathering, proposal creation and coordination of proof of concept activities and acting as technical account manager for key clients. Principal OT Security Solution Architect will also be tasked with technical vendor relationships and internal enablement in the expertise area.

Principal OT Security Solution Architect will be tasked to ensure customer success (from technology architecture and solution point of view), ensure alignment with implementation team and detect cross-selling and up-selling opportunities.

• Pre-Sales:
• Assisting Business Development Managers in customer meetings, focusing on positioning Help AG technical solutions and services, understanding customers environment and manage expectations.
• Maintain good customer relationship, recognize customer technical requirements and generate new opportunities for sale, upsell or cross-sell.
• Assist Business Development Managers with strategic account planning (from technology point of view).
• Ensure technical success of implementations (from technology architecture and solution point of view) through interaction with the project and implementation teams.
• Support the sales process by leveraging Help AG’s defined solutions and manage customer expectations towards a successful sale.
• Involve vendor presales and Help AG’s internal technology leads as required and manage any external involvement as technical interface to the customer.
• Create high-end technical content for proposals including required drawings, project plans, technical compliance and other usual formal RFP requirements.
• Define proper scope of work (SOW) of any proposed solution.
• Arrange, define, manage and monitor proof of concept (POC) with customers including scope, success criteria, technical requirements, timelines and presentation of results.
• Help in closing the sales opportunities with an accent on, but not only from, technical perspective.
• Build and or assist in creating LAB environments.
• OT Security Subject Expert:
• Ensure empowerment of Help AG team members (sales, pre-sales, support and implementation – each from relevant angle) in area of expertise - OT security technologies.
• Identify and obtain required certifications for yourself and the team. Provide quarterly summary of certification level and triggered activities to maintain.
• Assist in creating Help AG technology portfolio with special accent on OT security technologies and their integration with and into existing Help AG solution offering.
• Assist in creating Help AG service portfolio relevant to OT security technologies.
• Keep the Help AG team members updated about news related to OT security, OT vendors that Help AG is working with, as well as the market trends with specific accent on Middle East.
• Create and maintain technical documentation relevant to OT security: design concepts, use cases, integration ideas, HLDs, LLDs, best practices and POC documents.
• Create marketing material related to OT security required for gatherings, webinars, marketing campaigns and similar.

• Excellent knowledge and understanding of general OT cyber security concepts.
• Working experience in designing defense mechanism for SCADA environments.
• Understanding of Industrial Cyber Security standards such as EC 62443, IEC 62351, NERC CIP, and NIST 800-82 etc.
• Relevant experience working with solutions from:
  Nozomi, Tenable, Sentryo, IBM, Forescout, Bayshore and similar vendors.
• Familiarity with main industrial protocols.
• Knowledge of processes and procedures applicable to industrial environments.
• Fundamental understanding of IT security concepts and products: firewalls, IPS, DDoS, Proxy, vulnerability management, endpoint protection, data diodes etc.
• Understanding of inter-product integration concepts (APIs).
• Strong consulting and pre-sales skills covering both technical as well as commercial understanding of an opportunity.
• Solid understanding of technology from both a technical as well as a concept perspective.
• Strong…