Partner Channel Sales Manager - Federal/EPC
Dragos Inc., United States

• 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
• Conduct interviews, make hiring decisions, provide salary recommendations, monitor and assign work, coach, mentor, and develop employees; develop work plans and conduct performance evaluations

• 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

• OTE: $185,000
• OTE + Benefits + Equity =$247,000
• Comprehensive benefits plan (medical, dental, vision, disability, life insurance, 401K with match)
• Equity at Dragos is quickly growing and the total compensation under-represents the future growth and refresh program. This will be discussed on the first call with the Dragos recruiter

Job Rewards and Benefits