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:

• 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.

• 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.

• 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.

• 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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