SlipstreamJobs tracks this role from the company's public career site. Apply directly on the employer's site.
Dragos is the global leader in xOT (extended Operational Technology) cybersecurity, protecting critical infrastructure systems including water, power, and healthcare. The company combines technology, threat intelligence, and expert services to defend industrial systems against adversaries.
The Channel Solution Architect for Southeast Asia is the technical authority behind Dragos's regional partner ecosystem, working alongside the Channel Account Manager to enable distributors, systems integrators, managed service providers, and industrial automation firms to effectively sell and implement Dragos solutions.
Key Responsibilities:
1. Enabling Partner Technical Sellers: Make partner pre-sales and technical staff capable of opening and advancing Dragos opportunities independently. This includes training partners to qualify genuine OT security opportunities, articulate the Dragos value proposition credibly to both OT and security audiences, deliver confident product demonstrations, and gather the right sizing inputs (site count, network architecture, protocol mix, asset volumes, collection points) from customer environments.
2. Enabling Partner Field Resources: Support proofs of value and proofs of concept by making partner field engineers capable of accurate local execution. This involves training on sensor and appliance installation to Dragos specifications, managing local logistics and site coordination, working to Dragos-authored evaluation plans, and safely removing evaluation equipment.
3. Building the Enablement Programme: Design and maintain certification pathways and curriculum for partner audiences across four priority Southeast Asian markets. Deliver enablement directly where language allows and develop partner trainers for local-language delivery. Build reusable technical assets including demo scripts, sizing guides, reference architectures, and competitive positioning material tailored to Southeast Asian verticals and regulatory contexts. Track partner certification currency and advise the Channel Account Manager on technical capability.
4. Supporting the Field: Provide technical support during opportunity qualification, coach partner sellers in live customer situations to build capability, act as the technical escalation point for the region, and feed regional technical requirements and field observations back to Product and Product Marketing teams.
Requirements:
- Demonstrated experience working with channel partners (VARs, GSIs, OEMs, technology partners) with strong understanding of enterprise software partnering strategies, procurement processes, and best practices
- At least 3 years of pre-sales or solution architecture experience in a technical product environment, with ability to run credible technical conversations with engineers and security leaders
- At least 5 years of cybersecurity experience
- 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 presentation, relationship building, and negotiation skills
- Experience enabling others through partner enablement, technical training, or team development
- Comfort operating across Southeast Asian markets and working with engineering/integration firms and IT security resellers
- Willingness to travel across the region regularly, up to 50%
