Director, Solution Architects - US East/Federal

Remote - USA

Full Time Senior-level / Expert
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Dragos, Inc.
Dragos exists to safeguard civilization. Our industrial cybersecurity platform, services & intelligence help you secure industrial networks (ICS/IIoT).
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We’re looking for a Director, Solution Architects to help take the Sales Engineering team to the next level with a focus on the Eastern US region and Federal Government. As a Director you will leverage technical knowledge and pre-sales experience to build and lead a team of Solution Architects that serve as a sales, marketing, customer success, and engineering overlay to ensure that Dragos is properly positioned to solve our prospective clients/partners unique business challenges. Your team will also be responsible for providing client/partner feedback and requirements to Dragos’ Marketing, Product Management, & Engineering teams to improve our products and offerings. You bring a combination of humility, smarts, high energy, teamwork, and proactive communications to foster a culture of excellence, cooperation, and a customer first mentality. You are passionate about aligning to the customer's journey, and ensuring the Solution Architects team earn the trust of our customers and excel at mapping Dragos offerings to our customers' required capabilities. The Solution Architects in conjunction with Sales Account Executives, are responsible for conducting in-person and remote product demonstrations, executing complex sales cycles, and articulating the technical value of Dragos products and offerings.

Responsibilities

  • Lead a team of pre-sales solutions architects in support of achieving and exceeding quota targets
  • Drive continuous improvement across the SA organization in terms of enablement, sales skills, and POC execution
  • Deliver a high degree of operational rigor by managing a team against defined, measurable performance KPIs [nothing to add here, just excited to bring this to fruition!]
  • Actively manage and coach individual SAs to help maximize their impact on the business
  • Lead strategic initiatives which might include demo development, technical win process improvements, and enablement capabilities.
  • Drive participation in pre/post sales process to understand customer requirements, technical objectives, & environment
  • Plan and coordinate trade show and conference support
  • Continue to build and develop the team’s capacity to provide expert consultative services in areas of design, identification of future opportunities, and presenting the value and differentiators of Dragos’ solutions and services.
  • Manage the execution of Proof of Concept deployments, management & troubleshooting/support.
  • Create a culture of collaboration with other functions, including Product, Engineering, Customer Success, Marketing, and Professional Services.

Requirements

  • 5+ years experience in an information/cybersecurity role
  • 3+ years experience in a pre-sales and/or consultative role
  • 1+ year in a front line leadership role
  • Ability to thrive in a fast-paced, high-growth startup environment and culture
  • Ability and desire to operate in a customer facing role, even as a people manager
  • Excellent customer-facing demeanor and excellent communication skills.
  • Strong presentation, relationship building, & negotiation skills
  • Proven track record of delivering on revenue and expansion goals
  • Networking experience: TCP/IP, OSI model, & Purdue model
  • This position will require approximately 70% travel
Dragos is the Industrial Cybersecurity expert on a relentless mission to safeguard civilization.  In a world of rising cybersecurity threats, Dragos protects the most critical infrastructure – those that provide us with the tenets of modern civilization – from increasingly capable adversaries who wish to do it harm.  Devoted to codifying and sharing our in-depth industry knowledge of ICS/OT systems, Dragos arms industrial defenders around the world with the knowledge and tools to protect their systems as effectively and efficiently as possible.  Founded by world-class industrial intelligence experts, Dragos has the industry’s largest team of ICS/OT practitioners who have been on the front lines of the world’s most significant industrial cyber-attacks.  Diversity, Equity, and Inclusion is a core value at Dragos, and we are passionate about building and sustaining an inclusive and equitable working environment for all.  We know that every member of our team enriches our diversity by exposing us to a broad range of ways to understand and engage with the world, identify challenges, and discover, design, and deliver solutions.  Not only does a Diversity, Equity, and Inclusion focus enrich our environment and teams, but it is also critical in our success as we defend adversaries all over the world.  The broad range of ideas, experiences, and perspectives is critical to our success.  We offer equity, competitive salaries, remote working, unlimited PTO, and a comprehensive benefits package including medical, dental, vision, disability, 401K, and life insurance. 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. 
Job region(s): North America
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