Channel Solution Architect

🔥 2 minutes ago

🇸🇬 Singapore – Remote

⏰ Full Time

🟡 Mid-level

🟠 Senior

💻 Solutions Engineer

👻 Ghost score 12%

What it means: the chance that no one is really hiring for this job.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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Dragos, Inc.

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2016

🏭 Manufacturing

📦 Logistics

💼 Consulting

💰 $74M Series D - Dragos on 2023-09

Manufacturing • Logistics • Consulting

Dragos, Inc. is a cybersecurity company specializing in operational technology (OT) and industrial control systems (ICS) protection for critical infrastructure. It provides an OT-native platform that delivers asset visibility, vulnerability management, threat detection, and response playbooks, backed by threat intelligence, managed services (including OT Watch and incident response), training, and compliance support. Dragos focuses on defending sectors like energy, utilities, manufacturing, transportation, and other industrial environments through a combination of software, intelligence, and expert services.

📋 Description

• Enable partner pre-sales and technical staff to open and advance Dragos opportunities • Help partners qualify OT security opportunities, conduct discovery, and identify poor-fit opportunities • Enable partners to position Dragos to OT and security audiences and compete against vendors • Train partners to deliver Dragos demonstrations and answer technical questions • Guide partners in collecting solution-sizing inputs, including site count, network architecture, protocol mix, asset volumes, and collection points • Enable partner field engineers to install evaluation sensors and appliances according to Dragos designs • Coordinate local logistics, site access, scheduling, and on-site evaluation activities • Ensure partner engineers follow Dragos evaluation plans and escalate site-condition differences • Oversee safe removal and handback of evaluation equipment • Design and maintain partner certification pathways and curricula across four priority markets • Deliver enablement and develop partner trainers where local-language delivery is required • Build reusable technical assets, including demo scripts, sizing guides, reference architectures, and competitive positioning materials • Track partner certification currency and technical readiness and advise the Channel Account Manager • Provide technical support to partner-sourced opportunities during qualification • Coach partner sellers in live customer situations • Act as the technical escalation point for regional partners • Feed regional technical requirements and field observations back to Product and Product Marketing

🎯 Requirements

• Demonstrated experience working with channel partners, including Value Added Resellers, Global System Integrators, OEMs, and technology partners • Strong understanding of enterprise software partnering strategies, procurement processes, and best practices to drive sales and build relationships • At least 3 years of experience in pre-sales or solution architecture in a technical product environment • Ability to run credible technical conversations with engineers and security leaders • At least 5 years of experience in cybersecurity • Familiarity with OT and exposure to industrial verticals such as 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 through partner enablement, technical training, or team development • Comfort operating across Southeast Asian markets and working with engineering and integration firms and IT security resellers • Willingness to travel across the region regularly, up to 50%

🏖️ Benefits

• Equal Opportunity Employer • Background check conducted for all new hires

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