Senior Pre-Sales Solution Architect (Federal)
Dragos is on a relentless mission to defend industrial organizations that provide us with the necessities of modern civilization; running water, functioning electricity, and safe industrial working environments. As the market leader in ICS/OT Cybersecurity, we are dedicated to arming our customers with best-in-class technology, threat intelligence, and services to protect their systems as effectively and efficiently as possible. We’re a remote-first culture with operations in North America, Europe, the Middle East, and APAC. We’re looking for mission-oriented teammates who embody our core values of authenticity, transparency, and trust. Are you ready to make a difference? Come join a mission that can save the world! About the Role: Our Public Sector team is seeking a Senior 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:
- Engage in pre- and post-sales processes to grasp customer requirements, technical goals, and their operating environment.
- Provide consultative recommendations to our clients, ensuring they are fully aware of our offerings and best practices.
- Conduct tailored product demonstrations to showcase how our solutions meet customers' specific needs.
- Assist at trade shows and conferences to support our sales efforts.
- Collaborate with sales to select and design the right solutions that align with customer objectives.
- Execute proof-of-concept deployments, manage them, and troubleshoot any issues.
- Respond to inbound queries related to our products and services, including requests for information, proposals, and statements of work.
Qualifications:
- Active Top Secret (TS) security clearance is 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 consultation.
- At least 5 years of experience in cybersecurity.
- Familiarity with the ICS/OT discipline (e.g., protocols, DCS, SCADA, etc.).
- Strong foundation in networking and systems, including TCP/IP, OSI and Purdue models, Linux command‑line usage, packet analysis with Wireshark/Tshark, and log/telemetry analysis using Elastic, Logstash, and Kibana.
- Experience working with cloud and virtualized environments, including AWS, VMware, and Hyper‑V, along with basic scripting skills in languages such as Python or Lua to support automation and analysis.
- Strong skills in presentation, relationship building, and negotiation.
- Willingness to travel regularly up to 50%.
Compensation:
- OTE: $220,000
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