Principal Strategic Alliances Manager - Microsoft

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!

• Own and lead the global strategic partnership with Microsoft, serving as the primary executive relationship manager and trusted advisor internally and externally.
• Develop and execute a multiyear joint business plan aligned to Microsoft Azure, Security, Industry Clouds, and global field priorities.
• Drive coinnovation initiatives, embedding Dragos' OT/ICS cybersecurity capabilities into Microsoft Azure, Microsoft Security, and industryspecific cloud solutions.
• Build and execute joint gotomarket and cosell strategies to drive partnersourced and partnerinfluenced revenue, including executive deal support and field alignment.
• Lead Dragos' success on the Microsoft Commercial Marketplace, overseeing listing strategy, transactable and private offers, marketplacedriven pipeline, and reporting.
• Partner with Microsoft and Dragos teams on comarketing, messaging, and enablement, ensuring sellers, solution architects, and partners can clearly position Dragos' value.
• Drive multipartner ecosystem plays, aligning Dragos with systems integrators, MSSPs, OEMs, and ISVs within Microsoftled delivery and Industry Cloud initiatives.
• Collaborate closely with Dragos executive leadership and crossfunctional teams to align strategy, investments, and success metrics while navigating complex, matrixed environments.

• Prior experience working at Microsoft, with a strong understanding of Azure and Security portfolios, field organization and partner ecosystem, and cosell, incentive, and marketplacedriven sales motions.
• Demonstrated handson experience with the Microsoft Commercial Marketplace, including offer creation, transactable listings, private offers, and marketplaceled pipeline execution.
• 8+ years of experience in alliances, partner management, or business development within cybersecurity, cloud, enterprise software, or OT/ICSadjacent domains.
• Proven success leading largescale, global technology partnerships with measurable revenue and business impact.
• Strong executive presence with the ability to communicate clearly and influence senior stakeholders across Microsoft, partners, and internal leadership teams.
• Experience integrating security or infrastructure software into Azurebased consulting or managed services offerings.
• Background working within multipartner ecosystems, including Microsoft, GSIs, MSSPs, and OEMs.
• Ability to balance strategic partnership planning with handson execution in complex, matrixed environments.

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.