Our mission at Dragos is to protect the world’s most critical infrastructure from adversaries who wish to do it harm. We help defend industrial organizations that provide us with the tenets of modern civilization: running water, functioning electricity, and safe industrial working environments.
We are practitioners who have lived through and solved real security challenges. Our team members have responded to incidents including the Ukraine 2015 power grid attack, analyzed the CRASHOVERRIDE malware responsible for the Ukraine 2016 electric grid attack, analyzed the TRISIS malware responsible for the petrochemical facility attack in 2017, and built and led the National Security Agency mission to identify nation-states breaking into ICS, and performed assessments on hundreds of assets around the world.
Dragos has an opportunity for a seasoned reseller & integrator Channel Manager who will manage the Western USA partner ecosystem. Your ability to manage a broad spectrum of initiatives across many partners and sometimes deal with ambiguity will be critical to your success. In addition, your impeccable organizational skills will be key as you work with many active partners in developing and executing strategies that drive revenue and market.
In this role, the Channel Manager will also drive to increase our ecosystem by identifying, evaluating, and positioning what differentiates Dragos. Your transparent, empathetic, and honest approach will guide you in best representing to partners why Dragos is a preferred partner. The experience you bring in understanding your partners and what motivates them will lead to success in this role.
Responsibilities
- Build and maintain executive relationships with assigned partners
- Develop a joint value proposition for each partnership, create the plan and drive the execution required to deliver the value and revenue targets
- Collaborate with regional sales leaders on plans to drive engagements with partners
- Responsible for managing all aspects of the partner relationship including the initial recruitment, enablement, and the ongoing operation of the partnership focusing on quality over quantity
- Train and enable partner AEs, SEs, and security consultants on an ongoing basis
- Drive and facilitate engagement of partner and Dragos sales teams in the field
- Develop and drive joint marketing activities in collaboration with Dragos marketing with select partners
- Purposefully build and effectively manage a strong pipeline of end-user opportunities resulting from reseller partners
- Be an ambassador and represent Dragos at relevant events, public speaking opportunities, and other customers/partner forums as required
- Capture and communicate market intelligence and partner performance, what partners are doing well, and partner feedback
- Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
- Leads solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel
Qualifications
- 5+ years of experience with cyber security software/platform companies as a Channel Manager tasked with building Cyber Security SI, MSSP and service partnerships
- Strong experience effectively selling through resellers, system integrators, and service partners.
- Advanced go-to-market, strategic sales planning, and advanced written and presentation skills .
- Experience developing and implementing joint go-to-market plans.
- Track record of successful channel sales pipeline management and YoY revenue results.
- Strong business acumen and technical knowledge to succinctly align customer/partner needs with a value proposition.
- Must live within the West territory time zones (PST or MST).
Compensation
- OTE: $275,000
- Competitive equity package
- Comprehensive benefits plan (medical, dental, vision, disability, life insurance, 401K with match)
About Dragos