Senior Solutions Architect- USA

Dragos, Inc.; Lennox Park (MD); Remote; USD 173,000 - 233,000; Full time

Benefits offered by this job

Comprehensive Benefits Plan

Competitive Equity Package

Job summary

Dragos, Inc. is seeking a Senior Solution Architect to lead pre‑sales advisory efforts, position Dragos offerings, and act as a trusted advisor to customers and partners in the IC cybersecurity space.

The role emphasizes a mission-driven, remote-first team across North America, Europe, the Middle East, and APAC. Key work includes conducting product demonstrations, shaping customer outcomes, and enabling partners while traveling up to 50% to customer sites and events.

Qualifications

• Experience in a presales or consultative role.
• Extensive information/cybersecurity background.
• Past IC/OT Security Practitioner exposure.
• Strong customer-facing communication and presentation skills.

Responsibilities

• Conduct in-person and remote product demonstrations and articulate the technical value of Dragos products and offerings.
• Participate in pre/post sales processes to understand customer outcomes and required capabilities.
• Execute Proofs of Concept to help customers evaluate Dragos offerings.
• Provide consultative recommendations to customers and prospects throughout the IC cybersecurity journey.
• Deliver regular value check-ins to ensure ongoing value from Dragos investments and inform customers of new capabilities.

Skills

Presales/Consultative

InfoSec/Cybersecurity

IC/OT Security

Customer facing/communication

Presentation/Negotiation

Travel up to 50%

Tools

Linux CLI

Wireshark/Tshark

Elastic/Logstash/Kibana

AWS

VMware

Job description

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 xOTcybersecurity, 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

A Dragos Senior Solution Architect is a subject matter expert who relies on their passion for the mission - Safeguarding Civilization - to position Dragos offerings and advise customers, prospects, and partners on IC cybersecurity best practices. Senior Solution Architect s serve in a mainly pre-sales advisory capacity, supporting Account Managers in delivering new business and renewal revenue, while establishing themselves as trusted advisors to Dragos customers and partners. A Dragos Senior Solution Architect has been successful so far in their career because of their tenaciousness, persistence, resilience, analytical personality, and creative problem-solving skill set.

Responsibilities

• Conduct in-person and remote product demonstrations and articulate the technical value of Dragos products and offerings.
• Participate in pre/post sales process to understand a customer's desired business outcomes and required capabilities to achieve those outcomes.
• Execute Proofs of Concept to aid customers in evaluating Dragos offerings relative to their required capabilities.
• Offer consultative recommendations to customers and prospects to aid them throughout their IC cybersecurity journey.
• Deliver regular value check-ins with existing customers to aid them in realizing continued value from their investment in Dragos, are aware of new capabilities and best practices.
• Provide client/partner feedback and requirements to Dragos' Marketing, Product Management, & Engineering teams to improve our products and offerings.
• Support the larger IC practitioner community by providing trade show/conference support, speaking at regional events, and attending lunch and learns and user groups.
• Enable partners on Dragos offerings and IC cybersecurity best practices.
• Respond to inbound product & services related queries such as requests for information, proposals, & statements of work.

Qualifications

• 1+ years of experience in a presales or consultative role.
• 5+ years of experience in an information/cybersecurity role.
• Have past IC/OT Security Practitioner experience.
• Have experience in or knowledge of common IC/OT Network topologies.
• Good customer facing demeanor and excellent communication skills.
• Strong presentation, relationship building, & negotiation skills.
• Networking experience: TCP/IP, OSI model, & Purdue model.
• Experience with Linux CLI, Wireshark/Tshark.
• Basic scripting skills in languages such as python, lua, etc.
• Experience with Elastic, Logstash, and Kibana.
• Experience with Amazon AWS and virtualization solutions such as VMWare.
• Willing to travel up to 50%.

Compensation

• OTE: $203,000.00
• Competitive Equity Package
• Comprehensive Benefits Plan

#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.