Be the technical authority in Copia's most important enterprise opportunities, owning discovery, evaluation design, architecture recommendations, and executive communication
Partner directly with Strategic Sales Directors to drive complex, multi-stakeholder deals from first conversation through signed agreement and successful deployment
Translate industrial engineering reality into business and compliance language for audiences ranging from plant floor engineers to Fortune 500 CISOs
Build the technical evaluation playbooks, reference architectures, and POC frameworks the next SE hire will use on day one
Contribute directly to deal outcomes in Utilities, DoD/Aerospace, Food and Beverage, CPG, and Data Center verticals
Represent Copia at industry events and customer advisory sessions as a credible voice in OT security, resilience, and industrial automation modernization
Lead technical discovery across OT, IT, Controls Engineering, and Security stakeholders within the same enterprise account
Build and execute formal evaluation project plans with defined milestones, success criteria, and exit criteria
Deliver tailored demonstrations and technical presentations to both plant floor engineers and C-suite executives
Identify and surface technical risks early in the deal cycle before they become blockers or surprises
Author technical sections of proposals, RFP responses, and security questionnaires
Develop and maintain reusable technical collateral including reference architectures, deployment guides, and objection-handling playbooks
Guide customers through modernization of automation engineering workflows using ICLM principles
Discuss version control for PLC logic and change management for control systems in practical, operational terms
Translate DevOps-style engineering practices into OT-relevant language that resonates with automation teams
Identify workflow gaps and present Copia's ICLM framework as the structured, proven path forward
Engage customers on ICS security risks, regulatory obligations including NIS2, NERC CIP, IEC 62443, NIST CSF, and FDA 21 CFR Part 11, and OT-specific threat models
Support conversations around network segmentation, Purdue model architecture, and cloud integration constraints in air-gapped or hybrid OT environments
Evaluate customer architecture against OTDR requirements and assist in defining and documenting their OT disaster recovery posture
Serve as a credible voice in conversations with OT Security teams, CISOs, and compliance stakeholders
Recommend Copia deployment approaches across single-site pilots and multi-facility enterprise rollouts at scale
Identify OT infrastructure constraints, network segmentation requirements, and integration dependencies before they become deployment issues
Collaborate with Copia's Deployment and Customer Success teams to ensure implementation success and clean handoffs
Define and document post-pilot expansion pathways with clear technical and commercial milestones
Develop reusable technical frameworks, demo environments, and evaluation playbooks that scale beyond individual deals
Mentor and onboard future Solutions Engineers as the team grows
Contribute structured product feedback from the field, surfacing capability gaps, integration questions, and customer objections with enough specificity to be actionable for engineering
Represent Copia at industry events, customer advisory sessions, and technical forums

Requirements

8 to 12+ years in industrial automation, OT cybersecurity, industrial software, or technical consulting with direct customer-facing responsibility
3+ years in solutions engineering, pre-sales architecture, or technical sales supporting complex enterprise deals with 6 to 18 month cycles
Direct hands-on or applied experience with major PLC platforms: Rockwell Logix, Siemens TIA Portal/STEP 7, Schneider, Beckhoff, Fanuc, Emerson, or Omron
Working knowledge of SCADA, HMI, and industrial networking environments in manufacturing or critical infrastructure settings
Demonstrated ability to engage credibly across OT, IT Security, Controls Engineering, and Executive stakeholder groups within the same account
Proven track record supporting evaluation-to-pilot-to-enterprise deployment motions with documented expansion outcomes

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

industrial automationOT cybersecuritysolutions engineeringpre-sales architecturetechnical salesPLC platformsSCADAHMIindustrial networkingICLM principles

Soft Skills

executive communicationstakeholder engagementmentoringcollaborationtechnical presentationrisk identificationproject planningcustomer-facing responsibilityadaptabilityproblem-solving