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Senior Partner Program Manager - Global Alliances

2 weeks, 6 days ago
United States
Full-time
Lead
Partnerships Manager
Project and Program Management
Cybersecurity Salesforce
Apply Now
Dragos

Dragos

Dragos is an industrial cybersecurity company focused on safeguarding civilization by securing industrial assets across vertical industries. Their integrated software platform provides critical visibility into ICS and OT networks, enabling clients in p...

Professional Services
251-1K
Founded 2016
$438M raised
View All Jobs 22

Description

  • Execute the global partner program across Distributors, VARs, OEMs, GSIs, and Hyperscaler Marketplace providers.
  • Operationalize tier structures, benefits, requirements, incentives, and program health metrics.
  • Drive partner enablement through training, certifications, deal desk processes, and partner-facing resources.
  • Assess and improve partner support infrastructure, including the portal, PRM, and help desk.
  • Establish SLAs and improve partner support responsiveness and quality.
  • Own partner onboarding and intake processes to reduce time-to-active and remove bottlenecks.
  • Manage partner agreement workflows with Legal and Finance and maintain compliance tracking.
  • Coordinate cross-functional workstreams across Sales, Marketing, Legal, Finance, Product, Operations, and Customer Success.
  • Manage key partner relationships, escalations, and communications.
  • Prepare business reviews and represent Dragos at partner events and industry conferences.

Requirements

  • 8+ years of experience in channel program management, partner operations, or alliances within a B2B enterprise software or cybersecurity company.
  • Experience executing partner programs across multiple partner types, ideally including distribution, resellers, GSIs, and cloud marketplace.
  • Deep understanding of indirect go-to-market motions, channel economics, and partner lifecycle management.
  • Proven ability to operationalize complex, multi-stakeholder processes and drive execution across cross-functional teams without direct authority.
  • Experience with legal agreement workflows, partner contract administration, and working effectively with Legal and Finance functions.
  • Strong project management and organizational skills with the ability to manage multiple concurrent workstreams.
  • Excellent written and verbal communication skills, including presenting program updates to executives and partners.
  • Proficiency with PRM systems, Salesforce CRM, DocuSign or equivalent eSignature tools, and partner portal technologies.
  • Experience in OT/ICS cybersecurity, critical infrastructure, or industrial technology sectors (preferred).
  • Familiarity with Hyperscaler Marketplace programs such as AWS Marketplace, Microsoft Azure Marketplace, and Google Cloud Marketplace, including co-sell mechanics (preferred).
  • Experience supporting OEM partnership structures, including joint solution development and licensing frameworks (preferred).
  • Global program management experience with exposure to EMEA, APAC, and Americas channel dynamics (preferred).
  • MBA or equivalent business education (preferred).
  • All new hires must pass a background check as a condition of employment.

Benefits

  • Salary: $182,000.
  • Competitive equity package.
  • Comprehensive benefits plan.
  • Remote-first work environment.
  • Opportunity to work on mission-driven critical infrastructure security.

Interested in this position?

Apply directly on the company website

Apply Now

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