Sr Solutions Architect Defense UAV Drones

Position Title: Sr. We power next-generation applications including robotics, smart cities, intelligent security, and NDAA-compliant unmanned systems.Organizational SummaryLantronix Compute is a high-growth business unit within Lantronix, delivering embedded compute and Edge AI platforms that power next-generation unmanned systems, including Group 1–3 UAS, unmanned ground vehicles (UGVs), and maritime platforms for defense, public safety, and government customers. This role is for someone who has worked directly with drone OEMs, defense primes, payload suppliers, and system integrators, understands how unmanned systems are architected end-to-end, and can credibly engage at both the engineering and program level. This role is highly collaborative, requiring you to partner closely with Sales to build and qualify a robust opportunity pipeline across defense primes, drone OEMs, payload vendors and system integrators. This is a field‑facing, technically rigorous role that sits at the intersection of sales, product, and engineering and is tightly aligned with revenue growth in the UAV and unmanned systems market.ResponsibilitiesIdentify, 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 SOMsSensor payloads (EO/IR, RGB, LiDAR, radar, SIGINT where applicable)Flight controllers and autonomy stacks (PX4/Pixhawk, Ardu Pilot, custom RTOS/Linux stacks)Onboard networking, storage, and secure communicationsPerform 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 launchesParticipation in defense and UAV industry eventsDevelopment of technical collateral, demos, and customer success narratives tied to real platforms and deploymentsDrive cross‑functional collaboration with marketing, sales and engineering to continuously improve technical collateral for the drone market (reference designs, Dev Kit documentation, integration guides for flight…

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