Senior Channel Account Manager (West Region)
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AI Summary
Dragos is on a relentless mission to defend industrial organizations that provide us with the necessities of modern civilization; running water, functioning electricity, and safe industrial working environments. As the market leader in ICS/OT Cybersecurity, we are dedicated to arming our customers with best-in-class technology, threat intelligence, and services to protect their systems as effectively and efficiently as possible. We’re a remote-first culture with operations in North America, Europe, the Middle East, and APAC. We’re looking for mission-oriented teammates who embody our core values of authenticity, transparency, and trust. Are you ready to make a difference? Come join a mission that can save the world!
About the Role:
Our Sales team is seeking a Senior Channel Manager to own and grow our partner ecosystem across the West region. In this role, you will be responsible for building and managing executive-level relationships with resellers, system integrators, and MSSPs, turning those partnerships into a strong, consistent pipeline of end-user opportunities. You'll develop joint go-to-market plans, enable partner teams, and work closely with Dragos regional sales leaders to drive meaningful engagement in the field. This is a relationship-first, results-driven role for someone who thrives on building partnerships with purpose and has a proven track record of delivering revenue through the channel in the cybersecurity space.
Responsibilities:
- Build and maintain executive-level relationships with assigned partners, managing all aspects of the partnership lifecycle from initial recruitment through ongoing operations with a focus on quality over quantity.
- Develop joint value propositions and go-to-market plans for each partnership, driving execution against mutual performance objectives, financial targets, and revenue goals.
- Collaborate with regional sales leaders to align on partner engagement strategies and facilitate strong working relationships between partner and Dragos field teams.
- Train and enable partner AEs, SEs, and security consultants on an ongoing basis, ensuring partners are equipped to represent and sell Dragos solutions effectively.
- Build and manage a strong pipeline of end-user opportunities sourced through reseller partners, while developing joint marketing activities in collaboration with the Dragos marketing team.
- Represent Dragos at industry events and partner forums, and capture and communicate market intelligence, partner performance insights, and field feedback to internal stakeholders.
Qualifications:
- 5+ years of channel management experience at a cybersecurity software or platform company, with a demonstrated track record of building and scaling SI, MSSP, and service partnerships.
- Proven ability to drive revenue through resellers, system integrators, and service partners, with consistent year-over-year pipeline and revenue results.
- Experience developing and executing joint go-to-market plans, including strategic sales planning, partner enablement, and coordinated field engagement.
- Strong business acumen and technical knowledge with the ability to quickly align partner and customer needs to a compelling value proposition.
- Excellent written and verbal communication skills, including the ability to present confidently to executive and technical audiences.
- Must be based in the West territory and able to operate within PST or MST time zones.
Compensation:
- OTE: $200,000
- Competitive Equity Package
- Comprehensive Benefits Plan
#LI-JF1 #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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