Strategic Technical Solutions Engineer, Copia Automation

• Technical Authority: Role earns credibility in the room based on knowledge and experience, not title. Comfortable leading technical conversations without a safety net
• Consultative by Default: Leads with discovery and curiosity before proposing solutions. Asks the question behind the question
• Intellectual Honesty: Does not overclaim product capability. Positions Copia's current architecture accurately and builds trust through transparency
• Builder Mentality: Goes beyond closing individual evaluations to create assets, frameworks, and documentation that make the team better
• Startup Ready: Operates effectively in unstructured environments. Comfortable being the first or only SE in a vertical and building process rather than following established playbooks
• 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
• Technical discovery leadership: Structures and leads discovery conversations that surface operational risk, infrastructure constraints, and unstated decision criteria
• Evaluation design: Builds formal POC and pilot project plans with defined success criteria, milestones, and expansion pathways
• Architecture recommendation: Produces deployment architecture documentation tailored to customer OT environment, network segmentation requirements, and regulatory context
• Regulatory fluency: Speaks credibly to NIS2, NERC CIP, IEC 62443, NIST CSF, and FDA 21 CFR Part 11 in the context of customer compliance conversations
• Executive communication: Translates complex OT engineering concepts into strategic business and compliance language for C-suite and VP-level audiences
• CRM discipline: Maintains clean, accurate HubSpot documentation including discovery notes, stakeholder maps, technical risk logs, and deal progression without being asked

Desirable

• 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
• You'll 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
• This is not a role where you build from zero and hope things materialize. The foundation is already laid
• What exists today:
• Large enterprise logos already closed across manufacturing, utilities, food and beverage, and logistics
• Vertical pod sales structure being built and staffed with dedicated Enterprise Sales Directors
• Active pipeline in Utilities, DoD/Aerospace, Food and Beverage/CPG, and Data Centers
• Proven platform with broad vendor support across 40+ major PLC and SCADA ecosystems
• Compliance narrative built and field-tested around NIS2, NERC CIP, IEC 62443, and NIST
• What you will shape:
• Technical evaluation playbooks and POC frameworks used across all verticals
• Reference architecture library that becomes the standard for enterprise deployments
• SE onboarding and capability development as the team scales
• Product feedback loop between field experience and engineering roadmap
• Executive-level technical narrative for Copia's most strategic accounts