Presales Solutions Engineer - OT Security

About Us

Since 1989, SHI International Corp. has helped organizations change the world through technology. We’ve grown every year since, and today we’re proud to be a $16 billion global provider of IT solutions and services.

Over 17,000 organizations worldwide rely on SHI’s concierge approach to help them solve what’s next. But the heartbeat of SHI is our employees – all 7,000 of them. If you join our team, you’ll enjoy:

• Our commitment to diversity, as the largest minority- and woman-owned enterprise in the U.S.

• Continuous professional growth and leadership opportunities.

• Health, wellness, and financial benefits to offer peace of mind to you and your family.

• World-class facilities and the technology you need to thrive – in our offices or yours.

Job Summary

The Pre‑Sales Cybersecurity Solutions Engineer is a customer‑facing security professional who provides consultative technical support to customers and internal sales teams. This role focuses on designing, positioning, and articulating cybersecurity solutions that align with customer business objectives across modern enterprise, hybrid, and cloud environments.

The ideal candidate combines strong technical depth with the ability to translate complex security concepts into clear, business‑relevant outcomes. This remote position may require periodic reporting to the office in Austin, Texas, based on business needs and as determined by SHI.

Role Description

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• Lead technical discovery sessions to understand customer business goals, security challenges, and technology environments.

• Assess customer security architectures andidentifygaps, risks, and opportunities for improvement.

• Understands both IT & OT security environments and can Develop high‑level architectures, solution proposals, and supporting technical documentation.

• Design and recommend scalable cybersecurity solutions aligned to customer requirements and best practices.

• Present security solutions, value propositions, and competitive differentiation to both technical and executive audiences.

• Support product demonstrations, whiteboard sessions, and technical briefings.

• Collaborate with technology partners and vendors tovalidateand refine proposed solutions.

• Assistwith pre‑sales proof‑of‑concept (PoC) efforts tovalidatetechnicalfitnessand business value.

• Provide technical enablement and security-focused training to internal sales teams.

• Ensure a smooth handoff to post‑sales delivery teams following opportunity closure.

Behaviors and Competencies

• Presenting: Can design and deliver engaging presentations, adapting the content and style to suit the audience, context, and medium.

• Negotiation: Can proactively seek out negotiation opportunities, initiate discussions, and contribute to conflict resolution.

• Communication: Can effectively communicate complex ideas and information to diverse audiences and can facilitate effective communication between others.

• Detail-Oriented: Can manage complex tasks or projects, identifying errors or inconsistencies, and ensuring all details are addressed, necessary corrections are made, and quality is maintained.

• Organization: Can effectively coordinate multiple projects, delegate tasks where appropriate, and employ advanced organizational tools and methods.

• Follow-Up: Can proactively identify tasks that require follow-up, initiate necessary actions, and contribute to efficient workflow management.

• Problem-Solving: Can proactively identify potential problems, initiate preventive measures, and propose and contribute to innovative solutions.

• Relationship Building: Can proactively seek out opportunities to expand networks, initiate collaborations, and contribute to team cohesion.

• Documentation: Can develop comprehensive documentation standards, implement best practices, and ensure documentation supports operational efficiency.

• Results Orientation: Can set challenging goals for their team and lead them to achieve these goals, demonstrating a consistent track record of results.

Skill Level Requirements

• Experience and understanding of security frameworks such as NIST, HITRUST, CIS, Etc. - Intermediate

• Strong technical identity governance and security knowledge, including but not limited to DLP, CASB, SWG, DSPM, USB control, file encryption, and ransomware recovery solutions. - Intermediate

• Ability to effectively communicate and sell complex technical products or services by understanding customer needs, articulating the value proposition, and providing technical expertise to support the sales process - Intermediate

• Expertise in mainstream technologies to include: Proofpoint, Mimecast, Abnormal, Rubrik, Varonis, Sentra, Cohesity, etc.

Other Requirements

• 3+years of experience in cybersecurity, pre‑sales engineering, or solutions architecture.

• Broad understanding of enterprise IT& OTenvironments, including on‑prem, cloud, and hybrid architectures.

• Strong knowledge of cybersecurity domains such as identity, network security, endpoint protection, data protection, and security operations.

• Familiarity with security frameworks and standards (e.g., NIST, CIS, HITRUST).

• Experience supporting sales teams in a VAR, systems integrator, or technology provider environment.

• Strong presentation skills, including the ability to deliver live or virtual demonstrations.

• Excellent written and verbal communication skills.

• High attention to detail, organization, and follow‑up.

• Initiative to research, learn, and resolve problems with a positive, collaborative mindset.

• Exceptional relationship‑building skills and passion for technology.

• Strong documentation skills, including system and network diagrams and customer‑facing presentations.

Preferred Certifications

• CISSP, CCSP, CISM, SSCP

• Relevant Industrial or Relevant OEM Cyber Security Technical or Professional certifications

• Relevant vendor or OEM cybersecurity technical or professional certifications

The estimated annual pay range for this position is $120,000 - $230,000 which includes a base salary and bonus. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.

Equal Employment Opportunity – M/F/Disability/Protected Veteran Status