Channel Solution Architect

This is a fully remote position, open to applicants in Singapore.

📋 Description

• Empower partner pre-sales and technical teams to initiate and progress Dragos opportunities.

• Assist partners in qualifying OT security prospects, performing discovery, and identifying unsuitable opportunities.

• Enable partners to effectively position Dragos to OT and security audiences while competing against other vendors.

• Train partners to showcase Dragos demonstrations and respond to technical inquiries.

• Guide partners in gathering solution-sizing inputs, such as site count, network architecture, protocol mix, asset volumes, and collection points.

• Equip partner field engineers to install evaluation sensors and appliances according to Dragos specifications.

• Coordinate local logistics, site access, scheduling, and on-site evaluation activities.

• Ensure partner engineers adhere to Dragos evaluation protocols and address any discrepancies in site conditions.

• Oversee the safe removal and return of evaluation equipment.

• Design and maintain certification pathways and curricula for partners across four key markets.

• Deliver enablement and train partner trainers where local-language delivery is necessary.

• Create reusable technical assets, such as demo scripts, sizing guides, reference architectures, and competitive positioning materials.

• Monitor partner certification status and technical readiness, and provide updates to the Channel Account Manager.

• Offer technical support for partner-sourced opportunities during the qualification phase.

• Coach partner sales representatives in live customer scenarios.

• Serve as the technical escalation point for regional partners.

• Relay regional technical requirements and field observations back to the Product and Product Marketing teams.

⛳️ Requirements

• Proven experience collaborating with channel partners, including Value Added Resellers, Global System Integrators, OEMs, and technology partners.

• Strong understanding of enterprise software partnership strategies, procurement processes, and best practices for driving sales and fostering relationships.

• A minimum of 3 years of experience in pre-sales or solution architecture within a technical product environment.

• Ability to engage in credible technical discussions with engineers and security leaders.

• At least 5 years of experience in the cybersecurity domain.

• Familiarity with OT and experience in industrial sectors such as oil and gas, power, water, mining, or manufacturing.

• Solid technical foundation, including knowledge of network architecture and passive monitoring and collection design.

• Exceptional skills in presentation, relationship building, and negotiation.

• Experience in enabling others through partner enablement, technical training, or team development.

• Comfort with operating across Southeast Asian markets and collaborating with engineering and integration firms as well as IT security resellers.

• Willingness to travel throughout the region frequently, up to 50% of the time.

🏝️ Benefits

• Equal Opportunity Employer

• Background check conducted for all new hires