Channel Account Manager

Dragos is on a relentless mission to defend industrial organizations that provide us with the necessities of modern civilization; running water, functioning electricity, and safe industrial working environments. As the market leader in ICS/OT Cybersecurity, we are dedicated to arming our customers with best-in-class technology, threat intelligence, and services to protect their systems as effectively and efficiently as possible. We're a remote-first culture with operations in North America, Europe, the Middle East, and APAC. We're looking for mission-oriented teammates who embody our core values of authenticity, transparency, and trust. Are you ready to make a difference? Come join a mission that can save the world

About the Role:

As a Channel Account Manager (CAM) for ANZ, you will be responsible for partnering closely with the Channel Account Director to operationalize and deepen an already established partner ecosystem. This role is ideal for a relationship-driven, execution-focused professional who thrives on partner enablement, joint sales motions and collaborative marketing initiatives. You will work closely with our existing resellers, OEMs, system integrators and technical alliance partners to drive mutual success and grow Dragos' presence across the ANZ region. Your transparent, empathetic and humble approach will help you build trust and demonstrate why Dragos is a preferred partner in the industrial cybersecurity space.

Responsibilities:

Partner Enablement & Relationship Management

• Deepen relationships with existing channel partners to drive engagement and revenue growth.
• Deliver ongoing enablement programs including product training and sales certifications; facilitate technical workshops.
• Act as the primary point of contact for partner inquiries.

Joint Sales & Marketing Execution

• Collaborate with partners on joint account planning, pipeline development and co-selling opportunities.
• Work with the Dragos marketing team and partners to design and execute joint campaigns, webinars and events.
• Support partners in customer engagements, including coordination with the Account Management team for presentations, demos and proof-of-concept activity.

Operational Excellence

• Drive partner performance through regular business reviews, KPIs and mutual success plans.
• Ensure partners are leveraging Dragos tools, resources and programs effectively.
• Maintain accurate partner records, forecasts and activity tracking in CRM systems.

Regional Collaboration

• Align closely with the APAC Sales, Marketing and Technical teams to ensure a unified go-to-market approach.
• Provide feedback and work closely with the APAC Channel leader to guide global channel and product teams on regional partner needs and market dynamics.

Requirements:

• Experience in channel account management or partner sales, ideally within cybersecurity or enterprise software.
• Strong understanding of the ANZ partner landscape and go-to-market models.
• Excellent communication, relationship-building and project management skills.
• Ability to collaborate across global teams.
• Willingness to travel within ANZ for partner meetings and events.
• Prior experience in OT technology or OT cybersecurity is highly valued.

Compensation:

• OTE: AUD 200,000
• Competitive Equity Package
• Comprehensive Benefits Plan

#LI-JF1 #LI-REMOTE

Dragos is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, orientation, national origin, age, disability, genetics, or any other basis forbidden under federal, state, or local laws. All new hires must pass a background check as a condition of employment.