Channel Solution Architect - South East Asia

At Dragos, the mission is personal. The systems we protect deliver the water you drink, power your home, and keep the hospitals your community depends on running. Those critical infrastructure systems that power our civilization around the world are under attack every day by adversaries. When those systems fail, people are immediately at risk. We are the global leader in xOT cybersecurity, combining technology, threat intelligence, and expert services. The people here chose this work because they understand what is at stake. Here, you will find a remote-first mission-driven team across North America, Europe, the Middle East, and APAC built on authenticity, transparency, and trust. If safeguarding the systems that protect your family, friends, and community is the kind of work that matters to you, you are in the right place.

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.

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