Sr Solutions Architect Defense UAV Drones

Responsibilities

• Identify, qualify and nurture new OEM, Tier1/2 integrators, and defense prime customers to expand our design win pipeline and grow revenue in the drone and defense market, with a focus on AI enabled UAVs and mission critical unmanned systems.
• Act as the first technical and business point of contact for key drone accounts; build multilevel relationships (engineering, product, program and procurement) and uncover opportunities to increase Lantronix compute content per platform.
• Architect and scope end-to-end unmanned system solutions, including:
• Edge compute / AI SOMs
• Sensor payloads (EO/IR, RGB, LiDAR, radar, SIGINT where applicable)
• Fly controllers and autonomy stacks (PX4/Pixhawk, ArduPilot, custom RTOS/Linux stacks)
• Onboard networking, storage, and secure communications
• Perform market, product and technology research across UAV, edge compute modules, payload ecosystems and competing drone compute platforms; conduct competitive analysis to inform our compute roadmap and identify differentiated solutions (e.g., NDAA/TAA-aligned stacks, low SWAP Edge AI, secure on-device processing) that increase market penetration.
• Translate customer and program requirements into clear product requirements, reference architectures, and solution briefs for internal engineering and product teams.
• Support marketing and business development efforts, including:
• Technical input for UAV-focused product launches
• Participation in defense and UAV industry events
• Development of technical collateral, demos, and customer success narratives tied to real platforms and deployments
• Drive cross-functional collaboration with marketing, sales, and engineering to continuously improve technical collateral for the drone market (reference designs, DevKit documentation, integration guides for flight controllers and payloads, performance benchmarks for ISR and inspection workloads, product web pages, etc.).

Qualifications

• 8+ years of experience in the Defense/Drone space in either a technical or sales role
• Demonstrated experience working with drone OEMs, defense primes, or system integrators on deployed or program-of-record platforms
• Strong technical understanding of UAV system architecture, including onboard compute, sensors, flight control, and ground control integration
• Experience supporting design-ins or platform selections for embedded compute, SoMs, or related technologies
• Able to credibly engage with engineering teams and defense customers on architecture, trade-offs, and performance constraints
• Bachelor’s degree in electrical engineering, computer science, aerospace engineering, or a related technical field