Senior Pre-Sales Solution Architect - Federal

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  

• Comprehensive Benefits Plan 

 

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