Cybersecurity SME – NAM

The Grid Automation (GA) Cybersecurity SME - NAM has the mission to contribute to GA growth by assisting in the cybersecurity sales process (including demos and bid responses), as well as the execution and delivery of various cybersecurity offerings at the customer’s locations on an as-needed basis.

Roles and Responsibilities

• Own the cybersecurity expertise (subject matter expert) for Grid Automation within a given territory / region.
• Assist the Sales Operations teams in responding to demo requests, RFPs, and other Bid/Tender requests.
• Stay connected with the market dynamics, engage with GA customers to understand their cybersecurity needs / pain-points, and translate them into new cybersecurity sales opportunities.
• Present the Grid Automation cybersecurity offerings to customers in a variety of locations – including trade shows and events.
• Develop sophisticated cybersecurity designs for customer environments.
• Understand competitors’ offerings, industry trends, customers’ behavior.
• Be available to be “hands-on” at customer sites to assist in the design, configuration, and installation of a variety of cybersecurity offerings.
• Promote the GA cybersecurity offerings with utility and industrial customers and the GA sales organization.
• Drive productive interactions with GA region teams, other GA Product Managers, R&D and product development, Technical Application Engineering, and Commercial teams.
• Develop, coach, and mentor the regional cybersecurity delivery teams (customer engineers) to strengthen their overall technical and business capabilities.
• Develop and conduct training on a variety of cybersecurity topics for the Regions and GA staff as needed.

Required Qualifications

• Bachelor’s degree in Computer Science, Electrical Engineering or Computer Engineering or equivalent work experience.
• Minimum of 2 years’ real-world experience in OT cybersecurity versus IT cybersecurity.
• Minimum of 1 years’ experience in the energy sector, especially in the industrial protection and control / automation, transmission, distribution, or service fields.
• Minimum of 1 years’ experience working with a variety of different types of Channel Partners.
• Ability and willingness to travel within North America up to 50% of the time

Desired Characteristics

• Business Administration degree would be an asset (e.g., MBA).
• Hands-on knowledge of many types of cybersecurity products, solutions, and services and how to sell them for customer adoption.
• Experience operating as a cybersecurity sales coach, trainer, and overlay (to up-level an uneducated sales organization to promote and sell a variety of cybersecurity offerings) – making a huge impact on growth.
• Demonstrated experience with Linux, and Microsoft Windows operating systems including user account management, security / system hardening & device control, and patch management.
• Familiarity with LDAP, RADIUS, TLS, SSH, SFTP, RSA, HTTPS, NERC-CIP, NIST, IEC62443, IEC62351 standards, cyber asset protection regulations and standards, and communication protocols like IEC61850, DNP, IEC60870-5-104 – affecting the utilities industry.
• Experience with threat modeling techniques and tools.
• Strong customer service mindset.
• Experience with operating systems like Microsoft Windows, Linux, and VxWorks.
• Good writing and oral communication skills.
• Experience with Microsoft 365 applications (e.g., Excel, PowerPoint, and Word), Microsoft Teams, and Microsoft SharePoint.
• Experience with Box, OneDrive, Smartsheet, Adobe, Tableau, and SFDC.
• Willingness and the ability to participate in video meetings that occasionally happen early in the morning, or later in the evening.
• Ability to work comfortably in a global organization with people from many different cultures and backgrounds.
• Bi-lingual or multilingual is highly desired, and a huge plus.
• Ability to interface with, and influence all levels of the customer’s organization, as well as other internal GE Vernova functions, and be able to converse in detail about a broad amount of cybersecurity topics.
• Has a good handle on where the cybersecurity industry is headed, when, and why.
• Strong account management, sales, and consulting presence.
• Strong customer advisory (trusted advisor) and advocacy skills.
• Strong business acumen and commercial savvy.
• Strong customer service mindset – customer first mentality.
• Strong business and financial acumen and operating background.
• Solid oral and written communication and training skills.
• Strong interpersonal and leadership skills.
• Strong team player with a desire to go the extra mile when needed.