Senior Pre-Sales Solution Architect - Federal

Dragos; United States; Remote; USD 187,000 - 253,000; Full time

Job summary

Dragos is seeking a Solution Architect for the Public Sector to bridge Dragos solutions with federal customers, guiding engagements from pre-sales through deployment. You’ll design tailored cybersecurity solutions, conduct demonstrations, and collaborate with sales to align offerings with customer objectives.

The role requires TS clearance, extensive cybersecurity experience, and familiarity with ICS/OT. Remote-first work across North America, with travel up to 50%, and an emphasis on national

Qualifications

• US citizenship required with active TS clearance.
• Experience with federal government agencies and procurement processes.
• Minimum 3 years in a pre-sales or consultative role.
• Minimum 5 years in cybersecurity.
• Familiarity with ICS/OT disciplines (e.g., DCS, SCADA).
• Networking knowledge: TCP/IP, OSI model, Purdue model.

Responsibilities

• Understand customer needs across pre- and post-sales processes.
• Provide consultative recommendations and ensure understanding of offerings and best practices.
• Conduct customized product demonstrations to meet customer needs.
• Support at events such as trade shows and conferences.
• Collaborate with sales to design and select appropriate solutions.
• Execute and manage proof-of-concept deployments and troubleshoot issues.
• Respond to inbound queries related to products and services (RFPs, proposals, statements of work).

Skills

Top Secret clearance

Federal government procurement

Pre-sales experience

Cybersecurity

ICS/OT knowledge

Networking (TCP/IP)

OSI model

Purdue model

Linux CLI

Wireshark

Elastic / Logstash / Kibana

AWS

Virtualization (VMware/Hyper-V)

Scripting (Python / Lua)

Presentation & negotiation

Travel up to 50%

Tools

None

Job description

United States

At Dragos, the mission is personal. The systems we protect deliver the water you drink, power your home, and keep the hospitals your community depends on running. Those critical infrastructure systems that power our civilization around the world are under attack every day by adversaries. When those systems fail, people are immediately at risk. We are the global leader in xOT cybersecurity, combining technology, threat intelligence, and expert services. The people here chose this work because they understand what is at stake . Here, you will find a remote-first mission-driven team across North America, Europe, the Middle East, and APAC built on authenticity, transparency, and trust. If safeguarding the systems that protect your family, friends, and community is the kind of work that matters to you, you are in the right place.

About the Role

Our Public Sector team is seeking a Solution Architect to serve as a critical bridge between Dragos and our federal customers, helping protect the nation’s critical infrastructure. Partnering closely with our sales account managers, you'll engage with public sector stakeholders to understand their mission requirements, design tailored cybersecurity solutions, and guide them from proof-of-concept through successful deployment. Acting as both a technical consultant and trusted advisor, you'll ensure our solutions deliver maximum value and align with best practices. Your work will directly strengthen the cybersecurity resilience of federal agencies, advancing national security in the process.

Responsibilities

• Understand Customer Needs: Engage in pre- and post-sales processes to grasp customer requirements, technical goals, and their operating environment.
• Consult and Recommend: Provide consultative recommendations to our clients, ensuring they are fully aware of our offerings and best practices.
• Customized Demonstrations: Conduct tailored product demonstrations to showcase how our solutions meet customers' specific needs.
• Support at Events: Assist at trade shows and conferences to support our sales efforts.
• Solution Design: Collaborate with sales to select and design the right solutions that align with customer objectives.
• Deployment and Support: Execute proof-of-concept deployments, manage them, and troubleshoot any issues.
• Handle Queries: Respond to inbound queries related to our products and services, including requests for information, proposals, and statements of work.

Qualifications

• US citizenship and active TS (Top Secret) security clearance are required.
• Demonstrated experience working with federal government agencies, with a strong understanding of federal procurement processes, regulations, and policies to effectively drive sales and build relationships.
• At least 3 years of experience in a pre-sales or consultative role.
• At least 5 years of experience in cybersecurity.
• Familiarity with the ICS/OT discipline (e.g., protocols, DCS, SCADA, etc.).
• Networking experience: TCP/IP, OSI model, & Purdue model.
• Experience with Linux CLI, Wireshark/Tshark.
• Experience with Elastic, Logstash, and Kibana.
• Experience with Amazon AWS and virtualization solutions such as VMWare and Hyper-V.
• Basic scripting skills in languages such as Python, Lua, etc.
• Strong skills in presentation, relationship building, and negotiation.
• Willingness to travel regularly, up to 50%.

Compensation

• OTE: $220,000
• Competitive Equity Package

#LI-BR1 #LI-REMOTE

Dragos is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, orientation, national origin, age, disability, genetics, or any other basis forbidden under federal, state, or local laws. All new hires must pass a background check as a condition of employment.

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey.Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiringprocess or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

As set forth in Dragos's Equal Employment Opportunity policy,we do not discriminate on the basis of any protected group status under any applicable law.

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection.As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measurethe effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categoriesis as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.

As part of our hiring process, The Dragos team uses Greenhouse's AI-powered Talent Matching tool to compare your application against our job requirements.A human is always in the loop and is the final decision maker.