Senior Channel Account Manager (West Region)

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! 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. :