• Partner with Account Executives to align technical solutions with customer goals, support presales engagements, and drive revenue through strategic value selling. • Understand and navigate public sector requirements, including procurement processes, NIST guidelines, DoD frameworks (e.g., PlatformOne, IronBank), and federal compliance mandates (e.g., CMMC). • Deliver impactful demos and Proof of Concepts (POCs) to technical and non-technical stakeholders, showcasing how JFrog enables secure, scalable DevSecOps and MLOps practices. • Support RFIs/RFPs and bid processes, ensuring technical accuracy and alignment with government procurement standards. • Guide customers throughout the technical lifecycle, translating business goals into solution designs and collaborating with Product and Engineering to influence the roadmap based on field feedback. • Evangelize DevSecOps best practices, including the development of DoD/Federal reference architectures, and drive adoption across federal agencies. • Stay current with industry trends, maintaining expertise in DevOps, cloud, software delivery, and emerging technologies relevant to public sector digital transformation.

Job Description Are you an experienced Program Director, looking for a challenging and dynamic role? BAE Systems' Countermeasures & Electromagnetic Attack Solutions (CEMA) Business Area has an immediate opening for a highly motivated International Capture Lead in the Integrated Survivability Solutions (ISS) Product Line. This role will be collaborating with the Missile Warning team and across ISS to pursue international business opportunities. Our employees work on the world's most advanced electronics, you'll be among the brightest minds, working on the aerospace and defense industry's most difficult problems. We welcome all those who have big ideas, crave innovation, want to drive fielding velocity and have the passion to bring the warfighter home safe. With a 9/80 schedule, and every other Friday off, our flexible work environment provides you a chance to change the world without giving up your personal life. We put our customers first - exemplified by our mission: "We Protect Those Who Protect Us®." This is a dynamic program director opportunity reporting directly to the ISS Product Line Director. Required Education, Experience, & Skills - Demonstrated experience capturing Foreign Military Sales and Direct Commercial Sales business opportunities - Understanding of both DoD and non-US MoD acquisition processes and how to network and navigate within both domains - Experience developing capture strategies and briefing them throughout the organization to ensure to solicit feedback and gain alignment - A strong ability to develop priorities across a large opportunity space - Knowledge of offsets, industrial participation, and localization strategies - Strong ability to collaborate across product lines and business areas - Ability to lead multi-disciplinary capture teams to achieve early-phase program shaping and requirements influence - Program management skills in complex new product development with an eye towards a successful transition to production - Strong leadership, coaching and mentoring skills - Strong financial acumen with the ability to analyze and manage budgets effectively - Bachelor's Degree in a technical or business-related discipline and a minimum of 12 years of experience leading captures and program teams through all phases of the lifecycle - Active Secret clearance Preferred Education, Experience, & Skills - Ability to obtain special access clearance - Program Management Professional (PMP) Certification - Demonstrated mastery of Program Management, Life-Cycle Management and Risk & Opportunity Management - Master's degree in a technical or business discipline Pay Information Full-Time Salary Range: $173023 - $294137 Please note: This range is based on our market pay structures. However, individual salaries are determined by a variety of factors including, but not limited to: business considerations, local market conditions, and internal equity, as well as candidate qualifications, such as skills, education, and experience. Employee Benefits: At BAE Systems, we support our employees in all aspects of their life, including their health and financial well-being. Regular employees scheduled to work 20+ hours per week are offered: health, dental, and vision insurance; health savings accounts; a 401(k) savings plan; disability coverage; and life and accident insurance. We also have an employee assistance program, a legal plan, and other perks including discounts on things like home, auto, and pet insurance. Our leave programs include paid time off, paid holidays, as well as other types of leave, including paid parental, military, bereavement, and any applicable federal and state sick leave. Employees may participate in the company recognition program to receive monetary or non-monetary recognition awards. Other incentives may be available based on position level and/or job specifics. About BAE Systems Electronic Systems BAE Systems, Inc. is the U.S. subsidiary of BAE Systems plc, an international defense, aerospace and security company which delivers a full range of products and services for air, land and naval forces, as well as advanced electronics, security, information technology solutions and customer support services. Improving the future and protecting lives is an ambitious mission, but it's what we do at BAE Systems. Working here means using your passion and ingenuity where it counts - defending national security with breakthrough technology, superior products, and intelligence solutions. As you develop the latest technology and defend national security, you will continually hone your skills on a team-making a big impact on a global scale. At BAE Systems, you'll find a rewarding career that truly makes a difference. Electronic Systems (ES) is the global innovator behind BAE Systems' game-changing defense and commercial electronics. Exploiting every electron, we push the limits of what is possible, giving our customers the edge and our employees opportunities to change the world. Our products and capabilities can be found everywhere - from the depths of the ocean to the far reaches of space. At our core are more than 14,000 highly talented Electronic Systems employees with the brightest minds in the industry, we make an impact - for our customers and the communities we serve. This position will be posted for at least 5 calendar days. The posting will remain active until the position is filled, or a qualified pool of candidates is identified.

Role Description The Advisory Solutions Architect (Japan) is the senior technical Customer Experience SME for the country. This role represents Dragos’ first technical boots on the ground in Japan and is critical to establishing, scaling, and operationalizing our presence in a strategically important market. The role spans the full customer lifecycle and partner ecosystem, operating with a high degree of independence and authority. This is not a district-aligned role. The scope is the entire country of Japan, covering: - Pre-sales - Complex solution design - Proof-of-concept execution - Post-sales technical guidance - Partner enablement - Market evangelism This role requires a highly senior individual capable of operating autonomously across language, cultural, and organizational boundaries. Responsibilities - Customer and Technical Leadership - Act as the senior technical authority for Dragos in Japan across the full customer journey. - Lead and execute complex pre-sales engagements, including architecture design, deployment scoping, and technical win strategies. - Design, deliver, and troubleshoot proof-of-concept deployments in customer environments. - Provide deep technical guidance during post-sales phases to ensure successful adoption and operationalization of the Dragos Platform. - Support customers through complex OT environments, integrating Dragos into broader security and operational ecosystems. - Partner and Ecosystem Ownership - Own and manage Dragos’ strategic technical relationships with Macnica and key technology partners such as Microsoft and Omron. - Act as the senior technical counterpart for partner solutioning, joint value propositions, and customer engagements. - Enable and uplift partner technical capability through structured enablement, joint workshops, and field engagement. - Represent Dragos as a credible, senior technical leader within the Japanese OT and industrial cybersecurity ecosystem. - Evangelism and Market Development - Evangelize Dragos’ mission, platform, and OT cybersecurity thought leadership across the Japanese market. - Deliver presentations, keynotes, and technical sessions at conferences, industry events, webinars, and executive briefings. - Collaborate with marketing, sales, and global CX teams to localize messaging and positioning for the Japanese market. - Provide market intelligence and customer feedback to global product, strategy, and engineering teams. - Internal Leadership and Influence - Act as a trusted technical advisor to the Japan Country Manager and broader APAC leadership. - Operate as an extension of global CX, Product, and Engineering teams within Japan. - Influence internal strategy by providing on-the-ground insight into customer needs, partner dynamics, and market trends. - Help shape scalable engagement models for Japan as the region matures and expands. Qualifications - Extensive experience in OT/ICS cybersecurity, with a strong background in industrial environments such as energy, manufacturing, critical infrastructure, or utilities. - Proven success in senior pre-sales or advisory roles supporting complex, high-stakes customer engagements. - Deep understanding of ICS/OT architectures, protocols, Purdue model, and adversary tradecraft. - Strong hands-on technical capability, including network analysis, Linux-based tooling, and troubleshooting complex deployments. - Demonstrated ability to independently run proof-of-concepts and complex solution designs. - Experience working with strategic technology partners and distributors, within the Japanese market. - Exceptional communication and presentation skills, with the ability to engage practitioners, executives, and partners. - Comfortable with operating independently with minimal local support in an emerging market. - Fluency in Japanese and professional proficiency in English are essential. Compensation - OTE: ¥ 30,000,000 - Competitive Equity Package - Comprehensive Benefits Plan Company Description 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.

• Engage with customers, partners and MSPs to understand their business needs and technical requirements, and then translating them into scalable cloud solutions. • Design, document, build and present cloud architectures that align with industry best practices and customer objectives. • Serve as the technical lead in customer engagements, supporting sales teams with solution positioning, proof-of-concepts (PoCs), and product demonstrations. • Partner with engineering and product teams to develop innovative solutions that address customer pain points. • Educate and evangelize Zadara services to Partners, MSPs and End Users with the Sales Team at events, shows, training, and or webinars (and various other marketing functions). • Act as the primary trusted advisor and technical point of contact for key customers, building long-term strategic relationships, providing ongoing technical advisory. • Be the voice of the customer to support and engineering teams, providing product improvement feedback and accelerating the adoption of new features in customer deployments. • Gather customer feedback to influence product enhancements and service improvements. • Conduct training, workshops, and generate account-specific content to educate customers on maximizing the benefits of the Zadara ecosystem. • Monitor and oversee assigned customer cloud environments to ensure optimal performance, security, and cost efficiency. • Provide recommendations on cloud optimizations, security best practices, and cost-saving strategies. • Work closely with internal teams to resolve cloud-related issues and maintain a proactive approach to customer cloud health. • Act as a conduit and liaison between customers, support service, engineering, product management and company management teams. • Partner with Account teams, Business Development Managers and Service teams to accelerate customer adoption and revenue goals. • Work with sales and marketing teams to develop compelling technical content, including whitepapers, blogs, and case studies. • Contribute to go-to-market strategies by identifying emerging customer needs and market trends and help with sales campaigns. • Assist in onboarding and mentoring of members of the Solution Architecture team. • Capture and share best-practice knowledge amongst the Zadara solutions architecture and partner solutions architect communities.