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

Creating a future worth living for future generations gets us out of bed every morning. Depending on the project, we are consultants, implementers, or both for sustainable, innovative and economical solutions for real estate, industry, energy and infrastructure. Our more than 6,000 employees at 63 locations worldwide support our customers in interdisciplinary teams. Our thinking is both visionary and realistic. We work independently and as part of a team. With passion and the latest technologies. We unite. Join us at Dreso and let’s create a world we want to live in.

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.

Required:

• 7+ years in cybersecurity architecture, pre‑sales engineering, or customer‑facing technical roles.
• Strong track record of customer engagement, selling technical value, and supporting complex deal cycles.
• Deep understanding of OT/ICS security, critical infrastructure environments, and associated frameworks.
• Expertise in European regulations including NIS2, DORA, GDPR, and sector‑specific directives.
• Ability to communicate confidently with executives, technical stakeholders, and operational teams.
• Experience designing secure architectures across cloud, hybrid, and on‑premise systems.

Preferred:

• Background in pre‑sales engineering, technical consulting, or solution architecture in regulated or critical‑infrastructure sectors.
• Certifications such as CISSP, CISM, TOGAF, ISA/IEC 62443, CCSP, or cloud‑security credentials.
• Experience supporting RFPs, bids, and technical solution assurance.
• Familiarity with safety standards and industrial lifecycle requirements.

• To ensure your work-life balance, we offer the option of mobile working
• We promote your professional and personal development through individual training and further education at the Drees & Sommer Academy
• We support your health with a bonus for sports enthusiasts. We offer the possibility of subscribing to a private health insurance policy
• Employees benefit from tax advantages related to their commuting expenses for the office
• Fiscal advantages for employees expenses in meal costs during the worktime. Employee referral program with attractive bonus scheme
• Supporting career and familiy by receiving tax benefits for kindergarten expenses