Senior Solutions Architect- USA

Dragos
United States
RemoteCareer-pivot friendly

Who this role is best for

A natural match if you have presales or ICS cybersecurity experience and are willing to travel frequently.

Best fit for

  • Candidates with presales experience and a background in ICS/OT security practices
    — “1+ years of experience in a presales or consultative role.”
  • Individuals who have worked with ICS/OT network topologies and can explain technical value clearly
    — “Have experience in or knowledge of common ICS/OT Network topologies.”
  • Professionals with strong presentation and relationship-building skills who can advise customers on cybersecurity journeys
    — “Strong presentation, relationship building, & negotiation skills.”

Things to consider

  • Travel commitment may require up to 50% of time spent on client sites
    — “Willing to travel up to 50%.”
  • Candidates should be prepared to engage in both pre-sales and post-sales activities
    — “Participate in pre/post sales process to understand a customer’s desired business outcomes.”

How to stand out

  • Highlight experience in delivering proofs of concept and client value check-ins
    — “Execute Proofs of Concept to aid customers in evaluating Dragos offerings.”
  • Demonstrate ability to provide consultative recommendations on ICS cybersecurity journeys
    — “Offer consultative recommendations to customers and prospects to aid them throughout their ICS cybersecurity journey.”
  • Emphasize technical skills in networking models like TCP/IP, OSI, and Purdue
    — “Networking experience: TCP/IP, OSI model, & Purdue model.”
  • Showcase experience with Linux CLI, Wireshark/Tshark, and scripting in Python or Lua
    — “Experience with Linux CLI, Wireshark/Tshark.”
  • Demonstrate familiarity with Elastic Stack and cloud platforms like AWS
    — “Experience with Elastic, Logstash, and Kibana.”
Pace · Fast PacedCollaboration · HighAutonomy · MediumDecision Impact · Team

Derived from job-description analysis by Serendipath's career intelligence engine.

What success looks like

  • successful product demonstrations
  • positive customer feedback
Typical background
cybersecurity experienceICS/OT security practitioner experience

Skills & requirements

Required

ICS CybersecurityProduct DemonstrationsCustomer ConsultationProof Of ConceptsClient Feedback

Preferred

Public SpeakingConference Support

Stack & domain

ICS CybersecurityProduct DemonstrationsTechnical Value ArticulationProofs Of ConceptConsultative RecommendationsValue Check-insClient FeedbackProduct ImprovementTrade Show SupportConference SupportICS Cybersecurity Best PracticesLinux CLIWireshark/tsharkScriptingElasticLogstashKibanaAmazon AWSVirtualizationVmwareCommunicationPresentationRelationship BuildingNegotiationProblem-solvingAdaptabilityCybersecurityInfrastructure Protection

About the role

Original posting from Dragos via Greenhouse

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:

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 ICS cybersecurity best practices. Senior Solution Architects 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 ICS 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 ICS 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 ICS 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 ICS/OT Security Practitioner experience. 

Have experience in or knowledge of common ICS/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.

Source: Dragos careers (Greenhouse)

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