OT Cybersecurity Presales Specialist

Tanggung Jawab

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.

Kualifikasi

7+ years of cybersecurity, network security, industrial automation, OT/ICS engineering or related experience, with meaningful OT cybersecurity exposure.

Strong understanding of OT/ICS environments and systems; SCADA, DCS, PLCs, RTUs, SIS, IEDs, IIoTs, Bay Controller, industrial networks and industrial protocols (e.g. Modbus, DNP3, OPC UA, Profinet, IEC 101, IEC 104, IEC61850, etc).

Strong knowledge of OT cybersecurity architecture and controls, including Purdue-based architectures, Zones and Conduits, and Industrial DMZ design.

Practical knowledge of IEC 62443, NIST or similar industrial cybersecurity frameworks

Experience with technologies related to OT asset visibility, network segmentation, monitoring, firewalls, secure remote access or similar areas.

• Ability to understand industrial architectures and translate cybersecurity risks into practical, deliverable technical solutions.
• Experience preparing technical proposals, architectures, scopes of work, priced BoQs and RFP/RFQ/tender responses.

Strong customer-facing and presentation skills, with the ability to communicate complex technical topics to both engineers and non-technical stakeholders.

• Strong English and Bahasa Indonesia communication skills, written and verbal.
• Willingness and ability to travel to customer sites and industrial facilities as required.

Experience working within energy, oil & gas, manufacturing, utilities, mining, transportation or other critical infrastructure environments would be a strong advantage.

Additional certifications such as IEC 62443, GICSP, or vendor-specific OT security certifications (Nozomi, Dragos, Fortinet, TxOne, etc) are a plus.