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.