Global Alliances Senior Partner Program Manager
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AI Summary
At Dragos, the mission is personal. The systems we protect deliver the water you drink, power your home, and keep the hospitals your community depends on running. Those critical infrastructure systems that power our civilization around the world are under attack every day by adversaries. When those systems fail, people are immediately at risk. We are the global leader in xOT cybersecurity, combining technology, threat intelligence, and expert services. The people here chose this work because they understand what is at stake. Here, you will find a remote-first mission-driven team across North America, Europe, the Middle East, and APAC built on authenticity, transparency, and trust. If safeguarding the systems that protect your family, friends, and community is the kind of work that matters to you, you are in the right place.
About the Role:
The Global Alliances Senior Partner Program Manager is a senior individual contributor responsible for executing the global partner program strategy and priorities established by the VP of Global Alliances. This role drives day-to-day operationalization and continuous improvement of Dragos's partner program across all five partner segments: Distributors, Value-Added Resellers (VARs), Original Equipment Manufacturers (OEMs), Global System Integrators (GSIs), and Hyperscaler Marketplace providers.
Working under the direction of the VP of Global Alliances, this individual translates strategic intent into structured workstreams, scalable processes, and measurable outcomes. The role interfaces with virtually every internal function—Sales, Marketing, Legal, Finance, Operations, Product, and Customer Success—to ensure global program consistency and a high-quality partner experience. Externally, this role engages directly with key partners to drive activation, enablement, and collaborative execution.
Success in this role requires strong operational discipline, cross-functional coordination skills, and the ability to manage multiple concurrent workstreams with precision and urgency.
Responsibilities:
- Execute global partner program framework across all five segments, operationalizing tier structures, benefits, requirements, and incentives while tracking program health metrics.
- Drive technical and commercial enablement programs—training, certifications, deal desk processes, and partner-facing resources—ensuring partners can position and sell Dragos solutions effectively.
- Assess and improve partner support infrastructure (portal, PRM, help desk) and establish SLAs to ensure responsive, high-quality partner support experience.
- Own end-to-end partner onboarding and intake process, streamlining workflows and eliminating bottlenecks to reduce time-to-active across all segments.
- Serve as operational owner of partner agreement workflow, coordinating with Legal and Finance to accelerate contract execution and maintain compliance tracking.
- Apply consistent program frameworks across Distributors, VARs, OEMs, GSIs, and Hyperscaler Marketplace partners while accommodating segment-specific requirements.
- Act as operational liaison between Global Alliances and internal teams (Sales, Marketing, Legal, Finance, Product, Operations, Customer Success), coordinating workstreams and accountability.
- Manage key partner relationships, escalations, and communications; prepare business reviews and represent Dragos at partner events and industry conferences.
Qualifications:
Required
- 8+ years of experience in channel program management, partner operations, or alliances within a B2B enterprise software or cybersecurity company.
- Demonstrated experience executing partner programs across multiple partner types—ideally including distribution, resellers, GSIs, and cloud marketplace.
- Deep understanding of indirect go-to-market motions, channel economics, and partner lifecycle management.
- Proven ability to operationalize complex, multi-stakeholder processes and drive execution across cross-functional teams without direct authority.
- Experience with legal agreement workflows, partner contract administration, and working effectively with Legal and Finance functions.
- Strong project management and organizational skills; able to manage multiple concurrent workstreams with precision.
- Excellent written and verbal communication skills with the ability to present program updates clearly to executives and partners.
- Proficiency with PRM systems, Salesforce CRM, DocuSign or equivalent eSignature tools, and partner portal technologies.
Preferred
- Experience in OT/ICS cybersecurity, critical infrastructure, or industrial technology sectors.
- Familiarity with Hyperscaler Marketplace programs (AWS Marketplace, Microsoft Azure Marketplace, Google Cloud Marketplace) and co-sell mechanics.
- Experience supporting OEM partnership structures including joint solution development and licensing frameworks.
- Background in global program management with exposure to EMEA, APAC, and Americas channel dynamics.
- MBA or equivalent business education.
Compensation:
- Salary: $182,000
- Competitive Equity Package
- Comprehensive Benefits Plan
#LI-BR1 #LI-REMOTE
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.
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