Solution Engineer - Cybersecurity (Customer Facing Focus)

We are seeking a highly skilled Customer‑Facing Solution Engineer with deep expertise in Cybersecurity, European regulatory frameworks, and Operational Technology (OT) / Critical Infrastructure. In this role, you will partner directly with customers throughout the entire sales and solution lifecycle—helping articulate value, shape solution strategy, and accelerate deal progression.

You will play a critical role in sales enablement, acting as the technical and regulatory authority who supports account teams, builds customer trust, and guides organizations toward secure, compliant, and future‑ready architectures.

This is a high‑impact, externally aligned role ideal for someone who thrives at the intersection of technical depth, business value, and customer engagement.

Key Responsibilities

Customer Engagement & Sales Enablement

• Lead technical discussions with customers to understand business drivers, security challenges, and regulatory obligations.
• Deliver compelling presentations, workshops, and demonstrations tailored to C‑level, technical, and operational audiences.
• Translate complex cybersecurity, OT, and regulatory topics into clear value propositions that support sales cycles.
• Collaborate with Account Executives to influence opportunity strategy, drive pipeline progression, and support pre‑sales qualification.
• Develop customer‑facing architectural documents, proposals, and solution narratives aligned to European regulatory requirements.

Architectural Development Support

• Co-design secure, scalable architectures across IT, OT, cloud, and hybrid environments based on customer needs.
• Co-create reference architectures, solution patterns, and positioning materials used across the sales organization.
• Support bid responses, RFPs, and solution assurance processes.

Cybersecurity Expertise

• Recommend security controls across zero trust, identity, network security, data protection, OT monitoring, and cloud security.
• Guide customers on best‑in‑class technologies and patterns to reduce cyber risk and improve resilience.
• Support conversations on incident response readiness, threat landscapes, and mitigation strategies.

OT & Critical Infrastructure Security

• Must have good knowledge in frameworks such as IEC 62443, ISO 27001, ISO 27019, and NIST CSF.
• Good understanding about constraints within ICS, SCADA, and IoT environments.
• Ensure recommendations respect safety, continuity, regulatory, and operational requirements.

Regulatory & Compliance Advisory

• Explain regulatory impacts (e.g., NIS2, DORA, GDPR, EU Cybersecurity Act) in business‑relevant terms to support customer decision‑making.
• Map regulatory requirements to specific architecture controls, helping customers achieve compliance efficiently.
• Provide thought leadership on evolving European cybersecurity regulation during customer engagements.

Cross‑Functional Collaboration

• Work closely with sales, product management, engineering, and delivery teams to ensure customer needs are understood and represented.
• Contribute to enablement programs that upscale the technical and regulatory knowledge of internal sales teams.
• Act as the voice of the customer to influence solution roadmaps and go-to-market strategies

 

Required:

• 5+ years in cybersecurity pre‑sales engineering or customer‑facing technical roles.
• Strong track record of customer engagement, selling technical value, and supporting complex deal cycles.
• Deep understanding of OT/ICS security, critical infrastructure environments, and associated frameworks.
• Ability to communicate confidently with executives, technical stakeholders, and operational teams.
• Experience designing secure architectures across cloud, hybrid, and on‑premise systems.

Preferred:

• Background in pre‑sales engineering, technical consulting, or solution architecture in regulated or critical‑infrastructure sectors.
• Certifications such as CISSP, CISM, TOGAF, ISA/IEC 62443, CCSP, or cloud‑security credentials.
• Expertise in European regulations including NIS2, DORA, GDPR, and sector‑specific directives.
• Experience supporting RFPs, bids, and technical solution assurance.
• Familiarity with safety standards and industrial lifecycle requirements.

• To ensure your work-life balance, we offer the option of mobile working
• We promote your professional and personal development through individual training and further education at the Drees & Sommer Academy
• We support your health with a bonus for sports enthusiasts. We offer the possibility of subscribing to a private health insurance policy
• Employees benefit from tax advantages related to their commuting expenses for the office
• Fiscal advantages for employees expenses in meal costs during the worktime. Employee referral program with attractive bonus scheme
• Supporting career and family by receiving tax benefits for kindergarten expenses