Sales Engineering Manager - OT Cybersecurity - REMOTE
Role Overview
Verge Management Group is conducting a retained search on behalf of a confidential client, a fast-growing industrial software company whose platform sits at the center of the OT cyber resiliency conversation: version control, change monitoring, and disaster recovery for plant-floor automation code. This is a founding pre-sales leadership role selling into an audience that increasingly includes CISOs and OT security teams, not just engineering. -Build the pre-sales function from scratch: demo environments, discovery frameworks, POC playbooks, and technical qualification criteria (MEDDPICC-aligned) -Lead technical conversations on two fronts: architecture deep-dives with controls engineers, and cyber resiliency and recovery discussions with CISOs and OT security leaders -Define how SE works with Sales, Product, and Customer Success, and feed field intelligence back into the product roadmap Why Now Ransomware is hitting OT infrastructure and executives are finally paying attention to automation risk. Demand is pulling hard toward this category, and pre-sales is about to stop being one person's heroics and become a real function. The playbook you write here is the one the team runs for years. If you have spent your career translating between controls engineers and software, this is the role where that becomes leadership. Apply now or reach out confidentially.
The Mission
You will not be managing from a slide deck. For the first 8 to 12 months you are in the demos, on the discovery calls, and carrying the most complex multi-site evaluations yourself, while building the team behind you.
- ·Own the technical win on the largest, most strategic enterprise deals: technical discovery, tailored demos, and architecture discussions with controls engineers, VPs of Engineering, and OT security leaders
- ·Lead technical conversations on two fronts: architecture deep-dives with controls engineers, and cyber resiliency and recovery discussions with CISOs and OT security leaders
- ·Lead one Solutions Engineer today. Hire, ramp, and coach the next three over the coming year
- ·Build the pre-sales function from scratch: demo environments, discovery frameworks, POC playbooks, and technical qualification criteria (MEDDPICC-aligned)
- ·Define how SE works with Sales, Product, and Customer Success, and feed field intelligence back into the product roadmap
The platform delivers Git-based source control, real-time plant-floor monitoring, and backup and recovery for PLC and HMI code. It integrates with the control systems engineers actually run: Rockwell Automation, Siemens, Beckhoff, Schneider Electric, CODESYS, WAGO, and ABB. - ·Hands-on depth with major PLC platforms: Rockwell Logix, Siemens TIA Portal / STEP 7, Schneider, Beckhoff, or similar
- ·Fluency across the OT stack: PLCs, HMIs, OT network architecture, and change management
- ·Working knowledge of the compliance drivers reshaping the market: IEC 62443, NERC CIP, NIS2
- ·Bonus: experience deploying cloud or DevOps tooling into OT environments, or selling engineering tools that spread bottoms-up from the plant floor
Relevant Skills and Experience
- ·8 to 12+ years in industrial automation, OT cybersecurity, or industrial software with direct customer-facing responsibility
- ·Comfortable in front of a CISO. You can translate plant-floor reality into risk language without losing credibility with either audience
- ·Ability to frame backup, recovery, and change detection as ransomware resilience, and map the platform to IEC 62443, NERC CIP, and NIS2 compliance drivers
- ·3+ years in solutions engineering or pre-sales architecture on complex enterprise deals with 6 to 18 month cycles
- ·1 to 2+ years of formal or informal people leadership, and a genuine desire to build a team rather than hold a title
- ·Calm under ambiguity. You create process where none exists
Job Summary
VMG guarantees strict confidentiality for all applicants.