Channel Solution Architect - South East Asia

About the Role: 

Dragos protects the industrial infrastructure the world depends on. Across Southeast Asia we reach that infrastructure through partners: distributors, systems integrators, managed service providers and industrial automation firms. The Channel Solution Architect makes those partners technically capable of finding, qualifying and positioning Dragos, and of supporting Dragos-led evaluations on the ground. The role is the technical authority behind the regional partner ecosystem, working alongside the Channel Account Manager who owns the commercial relationship.

 Responsibilities:  

1. Enabling partner technical sellers

Making partner pre-sales and technical staff capable of opening and advancing Dragos opportunities without a Dragos engineer in every conversation.

• Qualification. Partners can identify a genuine OT security opportunity, ask the right discovery questions in an industrial environment, and disqualify early where there is no fit.
• Positioning. Partners can articulate the Dragos value proposition credibly to both OT and security audiences and hold their own against competing vendors.
• Demonstration. Partners can deliver a Dragos demo confidently and answer the technical questions that follow.
• Sizing inputs. Partners know what information to collect from a customer environment for solution sizing: site count, network architecture, protocol mix, asset volumes and collection points. They gather the inputs. Dragos designs the solution.

2. Enabling partner field resources to support evaluations

Proofs of value and proofs of concept are led and designed by a Dragos Solution Architect. Partner field engineers provide local execution during those evaluations, working to the Dragos design. The Channel Solution Architect makes them capable of doing that accurately.

• Installing evaluation sensors and appliances to a Dragos-specified design, including physical placement, cabling and network connection.
• Local logistics, site access, scheduling and on-site coordination for the duration of the evaluation.
• Working accurately to a Dragos-authored evaluation plan and escalating correctly when site conditions differ from what the design assumed.
• Safe removal and handback of evaluation equipment at the close of the engagement.

3. Building the enablement programme

• Design and maintain the certification pathway and curriculum for both partner audiences across the four priority markets.
• Deliver enablement directly where the working language allows and develop partner trainers where local-language delivery is required.
• Build reusable technical assets: demo scripts, sizing guides, reference architectures and competitive positioning material for Southeast Asian verticals and regulatory contexts.
• Track partner certification currency and technical readiness and advise the Channel Account Manager on partner technical capability.

4. Supporting the field

• • Provide technical support to partner-sourced opportunities during qualification.
  • Coach partner sellers in live customer situations, building capability rather than taking over.
  • Act as the technical escalation point for partners across the region.
  • Feed regional technical requirements and field observations back to Product and Product Marketing.

Qualifications: 

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

 

 

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