Solution Architect – Cybersecurity, European Regulations & OT Critical Infrastructure (Customer Facing / Sales Enablement Focus)

We are seeking a highly skilled Customer‑Facing Solution Architect 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 Leadership

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

Cybersecurity Expertise

• Define and 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

• Engage with industrial and operations teams to understand constraints within ICS, SCADA, and IIoT environments.
• Architect solutions aligned with frameworks such as IEC 62443, ISO 27001, ISO 27019, and NIST CSF.
• 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.