Dragos - Channel Solution Architect - South East Asia
Requirements
• Demonstrated experience working with channel partners (Value Added Resellers, Global System Integrators, OEMs, technology partners, etc.), with a strong understanding of enterprise software partnering strategies, procurement processes, and best practices to effectively drive sales and build relationships. • At least 3 years of experience in a pre-sales or solution architecture experience in a technical product environment, with the ability to run a credible technical conversation with both engineers and security leaders. • At least 5 years of experience in cybersecurity. • Familiarity with OT and exposure to Industrial verticals like oil and gas, power, water, mining or manufacturing. • Strong technical background, including network architecture and passive monitoring and collection design. • Strong skills in presentation, relationship building, and negotiation. • Experience enabling others, whether through partner enablement, technical training or team development. • Comfort operating across Southeast Asian markets and working with engineering and integration firms as well as IT security resellers. • Willingness to travel across the region regularly, up to 50%. • #LI-BR1 #LI-REMOTE
Responsibilities
• 1. Enabling partner technical sellers • Making partner pre-sales and technical staff capable of opening and advancing Dragos opportunities without a Dragos engineer in every conversation. • Qualification. Partners can identify a genuine OT security opportunity, ask the right discovery questions in an industrial environment, and disqualify early where there is no fit. • Qualification. • Positioning. Partners can articulate the Dragos value proposition credibly to both OT and security audiences and hold their own against competing vendors.
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