Senior Channel Account Manager (West Region)

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.

Requirements

• 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.

Benefits

Additional Information

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!

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