Senior Channel Sales Manager - Germany/Eastern Europe
Dragos Inc., Germany

Our mission at Dragos is to protect the world’s most critical infrastructure from adversaries who wish to do it harm. We help defend industrial organizations that provide us with the tenets of modern civilization: running water, functioning electricity, and safe industrial working environments.We are practitioners who have lived through and solved real security challenges. Our team members have responded to incidents including the Ukraine 2015 power grid attack, analyzed the CRASHOVERRIDE malware responsible for the Ukraine 2016 electric grid attack, analyzed the TRISIS malware responsible for the petrochemical facility attack in 2017, built and led the National Security Agency mission to identify nation-states breaking into ICS, and performed assessments on hundreds of assets around the world.The Senior Channel Sales Manager will be responsible for enabling the Dragos partner ecosystem and coordinating Dragos’ indirect sales activities throughout Germany, Central and Eastern Europe . The Senior Channel Sales Manager will play a role in all the key aspects of the partner life cycle from partner acquisition, onboarding, and development to joint selling, marketing, and forecasting. The successful candidate will deliver customers and bookings in a very efficient manner by defining, enhancing, and localizing Dragos’ routes to market with partners. The successful candidate will also work closely with the North America Channel leader to achieve scale with Dragos Alliance partners that will span the rest of the world.
Location: Remote - Must reside in Germany and possess the legal right to work in GermanyResponsibilities

• Lead a strong program to effectively manage all aspects of the partner life cycle
• Actively target, recruit, and onboard the right types of partners into the Dragos ecosystem
• Develop a joint value proposition for each partnership, create the plan and drive the execution required to deliver the value
• Build and maintain executive relationships with assigned partners
• Train and enable partner Account Executives, Sales Engineers, and professional services/consulting staff on an ongoing basis
• Drive and facilitate engagement of partner and Dragos sales teams in the field
• Develop and drive joint marketing activities with select partners
• Purposefully build and effectively manage a strong pipeline of end-user opportunities resulting from our partnerships
• Be an ambassador and represent Dragos at relevant events, public speaking opportunities, and other customers/partner forums as required
• Capture and communicate market intelligence, what partners are doing well, and partner feedback
• Conduct interviews, make hiring decisions, provide salary recommendations, monitor and assign work, coach, mentor, and develop employees
• Develop work plans and conduct performance evaluations.

Qualifications

• Proven success within cyber security vendors creating and managing channel programs focused on cyber security partner ecosystem
• Excellent communication and highly developed social skills with a strong ability to work in collaboration across the organization
• The ability to create and design programs from the ground up and evaluate the technology and tools needed to bring them to life
• Advanced go to market and planning skills in addition to advanced writing and presentation abilities
• Experience developing and implementing joint go to market plans
• Track record of successful channel sales pipeline management and results
• Strong business acumen and technical knowledge to succinctly align customer/partner needs with Dragos’ capabilities

Compensation

• OTE: EUR 194,000
• Compensation: Salary + Equity + Benefits
• Equity is communicated in USD and to minimize confusion, this will be discussed on the first call with the Dragos recruiter. Employees receive equity options that start vesting on their first day and will have an opportunity to earn additional equity.

Dragos is the Industrial Cybersecurity expert on a relentless mission to safeguard civilization. In a world of rising cybersecurity threats, Dragos protects the most critical infrastructure those that provide us with the tenets of modern civilization from increasingly capable adversaries who wish to do it harm. Devoted to codifying and sharing our in-depth industry knowledge of ICS/OT systems, Dragos arms industrial defenders around the world with the knowledge and tools to protect their systems as effectively and efficiently as possible. Founded by world-class industrial intelligence experts, Dragos has the industry’s largest team of ICS/OT practitioners who have been on the front lines of the world’s most significant industrial cyber-attacks.Diversity, Equity, and Inclusion are core values at Dragos, and we are passionate about building a