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Partner Channel Sales Manager
Posted on 1/13/2023
Remote • United States
Experience Level
Desired Skills
Public Speaking
  • 5+ years of sales and channel partner experience selling SaaS solutions to North American Federal/EPC enterprise clients with a strong track record YoY against quota
  • Deep understanding of selling through resellers, system integrators, and service partners
  • Excellent communication and highly developed social skills with a strong ability to work in collaboration across the organization
  • Advanced go-to-market, strategic sales planning, and advanced written and presentation skills
  • Experience developing and implementing joint go-to-market plans
  • Track record of successful channel sales pipeline management and YoY revenue results
  • Strong business acumen and technical knowledge to succinctly align customer/partner needs with a value proposition
  • Build and maintain executive relationships with assigned partners
  • Develop a joint value proposition for each partnership, create the plan and drive the execution required to deliver the value and revenue targets
  • Collaborate with regional sales leaders on plans to drive engagements with partners
  • Responsible for managing all aspects of the partner relationship including the initial recruitment, enablement, and the ongoing operation of the partnership focusing on quality over quantity
  • Train and enable partner AEs, SEs, and security consultants on an ongoing basis
  • Drive and facilitate engagement of partner and Dragos sales teams in the field
  • Develop and drive joint marketing activities in collaboration with Dragos marketing with select partners
  • Purposefully build and effectively manage a strong pipeline of end-user opportunities resulting from reseller partners
  • Be an ambassador and represent Dragos at relevant events, public speaking opportunities, and other customers/partner forums as required
  • Capture and communicate market intelligence and partner performance, what partners are doing well, and partner feedback
  • Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
  • Leads solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel

201-500 employees

Industrial cybersecurity controls systems
Company Overview
Dragos' mission is to safeguard civilization from those trying to disrupt the industrial infrastructure we depend on every day. The company offers industrial cybersecurity technology and services purpose-built for industrial control systems (ICS) and operational technology (OT) environments and is continually informed by their globally sourced threat intelligence and industry expertise.
  • Medical, dental, vision, disability, & life insurance
  • 401k with match
  • Equity
  • Competitive compensation
  • Remote working options
  • Pet-friendly options
  • In-house brewery