International Channel Leader
Dragos Inc., Saudi Arabia
Job Description
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, 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.
The International Channel Leader will be responsible for enabling the Dragos partner ecosystem and coordinating Dragos’ indirect sales activities outside of the US and Canada territories. The International Channel Leader will play a role in all the key aspects of the partner life cycle from partner acquisition, onboarding, and development to joint selling, marketing and forecasting. The successful candidate will deliver customers and bookings in a very efficient manner by defining, enhancing, and localizing Dragos’ routes to market with partners. The successful candidate will also work closely with the North America Channel leader to achieve scale with Dragos Alliance partners that will span both North America and the rest of the world.
Responsibilities
Lead a strong program to effectively manage all aspects of the partner life cycle
Actively target, recruit and on board the right types of partners into the Dragos ecosystem
Develop a joint value proposition for each partnership, create the plan and drive the execution required to deliver the value
Build and maintain executive relationships with assigned partners
Train and enable partner Account Executives, Sales Engineers, and professional services/consulting staff on an ongoing basis
Drive and facilitate engagement of partner and Dragos sales teams in the field
Develop and drive joint marketing activities with select partners
Purposefully build and effectively manage strong pipeline of end user opportunities resulting from our partnerships
Be an ambassador and represent Dragos at relevant events, public speaking opportunities and other customer/partner forums as required
Capture and communicate market intelligence, what partners are doing well, and partner feedback
Job Specification
Requirements
Proven success working in channel programs and operational positions focused on cyber security solutions
Excellent communication and highly developed social skills with strong ability to work in collaboration across the organization
The ability to create and design programs from the ground up and evaluate the technology and tools needed to bring them to life
Advanced go to market and planning skills in addition to advanced writing and presentation abilities
Experience developing and implementing joint go to market plans
Track record of successful channel sales pipeline management and results
Strong business acumen and technical knowledge to succinctly align customer/partner needs with Dragos’ capabilities
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, 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.
We offer competitive salaries, equity, and a comprehensive benefits package.
Dragos is proud to be an equal opportunity workplace dedicated to pursuing and hiring a diverse workforce. Come join us!