Solutions Architect Construction Equipment

Req ID:  22469

Hoofddorp, NL

Category:  System Architecture

A unique opportunity for a talented Solutions Architect with an entrepreneurial spirit to join our Connected Transport team. 

Connected Transport

Connectivity is driving a transformational change in human mobility, creating new possibilities and opportunities for manufacturers, consumers and those with innovative new business ideas. It also creates an urgent need for cybersecurity in the transportation segment. At Irdeto, we believe that connectivity shouldn’t be feared or increase the risk of a cyber attack. Security should be an opportunity to differentiate, enable new business models and earn customer confidence.


Solutions Architect (Pre-Sales Engineer) EMEA - Construction Equipment and Material Handling

As Solutions Architect, you will support the Construction Equipment and Material Handling customers and prospects on technical and product-related matters. This includes the preparation of creative and attractive technical proposals as part of the bid process to customers. The role is of critical value in the sales process and you will, in conjunction with the System Architecture Team, ensure that the technical solutions proposed to customers are optimal, are aligned with our product roadmap, and meet specific customer requirements. The role requires close liaison with external customers and with specialists in the Irdeto internal Architects, Engineering, Sales and portfolio management departments. In this role you will also be supporting other Business Development activities with our Policy-based digital access solution, Cloakware Software Protection (CSP) tools, specifically for our IoT Security solution suite targeted to Connected Transport. 


Goal: Work closely with members of the Connected Transport Business Development team to develop sales opportunities with existing and new customers, strategic partners and in new markets.

  • Support sales by interfacing with existing and prospective customers to determine their technical requirements and to discuss and develop technical solutions.
  • Act as the ‘technical voice of the market’ in providing input towards CTMU Product/Portfolio Management which oversees the (long term-) product roadmaps and portfolio strategies.
  • Prepare and deliver detailed product demonstrations and technical presentations to prospect customers and partners.
  • Support BD activities on a technical level at exhibitions and conferences.
  • Respond on-time and accurately to customer questions in many contexts: meetings, correspondence, and also in RFIs and RFPs(non-production) and develop sound relationships with key technical players in the account. For Production RFI/Qs provide key technical input to the Product and Engineering Team.
  • Indirectly support the delivery of cybersecurity services to customers in the region, including TARAs, requirements, architecture & design reviews, penetration testing, and professional services related to product deployment.
  • Leverage market and regional knowledge to collaborate and strategize with the sales and product team on new requirements for existing solutions and new solutions based on customer feedback learned.
  • Provide feedback from customers to Irdeto Marketing and Engineering on new product feature requirements.
  • Understand and gather market intelligence in-region.
  • Collaborate with internal teams to organize sales/technical workshops with stakeholders, partners, and prospective customers


Long Term Customer Relationships: 

Goal: Assisting with the development of strategic relationships and partnerships, in the long term, for the region

  • Research – Develop and create joint white papers with others in the industry that addresses new security concerns that arise in the CT space.
  • Creating customer awareness of Irdeto through speaking engagements and conferences (I.E. Cybertruck/Auto, Escar, SANS).
  • Soft Sales Lead Generation: Through research and industry events, establish and maintain key relationships with industry experts that lead to business opportunities and growth for the market. This includes identifying customers that have an interest in Irdeto services and offering to have followed up meetings to discuss.
  • Communicate learnings with the System Architecture team and assist with the strategy of how to turn these leads into long-term customers or to help create brand awareness.


Technical Credibility: 

Goal: To maintain external technical credibility with customers and partners

  • Professional Development – includes training, certifications and attending conferences.
  • Writing White Papers on complex solutions and the presentation of papers at Events/Conferences to support Sales.
  • Participate in competitions.


Direct Support: 

Goal: to bring in revenue and maintain internal & external technical credibility & relationships.

  • Directly support the delivery of Connected Transport services to customers in the region via TARAs, requirements, architecture & design reviews, penetration testing, and professional services related to product deployment as needed to supplement the professional services and engineering roles.


Experience you bring: 

  • University degree in electronic engineering, digital broadcasting, IT or telecommunications-related field.
  • A minimum of six years of technical product support, pre-sales support or similar experience.
  • Strong knowledge of generally accepted cybersecurity best practices in the automotive industry
  • Understanding of software/hardware security technologies and their integration into Industrial IoT and/or Connected Manufacturing eco-systems. An understanding of Industry 4.0, as well as Application and software protection concepts, is an advantage
  • Understanding of the automotive network and systems design, including the following:
  • In-vehicle networking including CAN, ethernet, and other common in-vehicle network interfaces
  • ECU software and Hardware design and implementation practices and principles
  • Functional safety principles and regulations
  • AUTOSAR, RTOS, AGL, Android Automotive, and other common automotive operating systems
  • OTA update mechanisms, Telematics
  • Identity Management, including common cryptographic protocols involved in identity attestations
  • Working and/or theoretical knowledge of one or more of the following will be an advantage: Linux Kernel Security Model, Android Security Model, Digital Rights Management, Machine Learning, Cryptography, CVE Database.
  • Advanced understanding of threat modelling, reverse engineering, and common hacking techniques and principles.
  • Must be able to build strong trust relationships with customers' management and technical staff to support and facilitate proposals or negotiations regarding system architecture, functionality, interfacing and performance characteristics.
  • Will develop and maintain, in cooperation with the System Architecture Team, an up to date and thorough knowledge of Irdeto Cloakware products and their capabilities with special reference to our ability to interface these products with third-party products in Connected Transport and Connected Industries.
  • Good technical writing ability and good presentation skills.
  • Fluent in English, both written and verbal.
  • German a plus

What do we offer you?

At Irdeto, we know that it is the people who make our company a success. We encourage personal and professional growth and success among our globally diverse workforce by offering:

  • Competitive remuneration and benefits
  • Career and personal development opportunities
  • A focus on collaboration, creativity, health, and happiness
  • Working for a truly global company with offices in 15+ countries

With 50 successful years of business innovation behind us, Irdeto is a solid company to join. We are looking for people who are energetic, dynamic and driven to be part of our community.

Welcome to Irdeto!

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