Associate Principal Solutions Architect (Japan)

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.

In this role you'll play a vital role on a cohesive, high-performing sales team striving to dominate the regional ICS/OT Security market. You will work to bridge technical solutions and business needs for our industrial and critical infrastructure customers. You'll partner closely with our VP of Sales, Channel Manager and AE team to design tailored solutions while showcasing a deep understanding of Dragos technology and operational environments. You'll solve real-world problems through innovate approaches and guiding customers through complex decision-making. This is a rare opportunity to join the global leader in a fast-growing industrial security market.

• 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 their specific needs.

• Assist at trade shows and conferences to support our sales efforts.

• Collaborate with sales to select and design the right solutions, identifying future opportunities.

• 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.

• 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,