Principal Strategic Alliances Manager - Microsoft

Dragos

18h•$260,000•Remote

About The Position

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: Our GTM organization is seeking a Principal Alliances Manager to own and expand Dragos’ global strategic partnership with Microsoft, one of our most critical technology and ecosystem partners. This is a high visibility, high impact role responsible for the full lifecycle of the Microsoft alliance—including strategy, executive alignment, Microsoft Marketplace execution, coinnovation, go-to-market motions, and ecosystem integration. In this role you will collaborate deeply across Dragos and Microsoft to accelerate joint value creation, scale Azure-based OT security solutions, and drive measurable revenue through Microsoft Marketplace, cosell motions, and integrated solutions. Our ideal candidate brings meaningful, handson experience working within Microsoft and a deep understanding of its partner ecosystem, field organization, incentive structures, and cloud marketplace model.

Requirements

Prior experience working at Microsoft, with a strong understanding of Azure and Security portfolios, field organization and partner ecosystem, and co‑sell, incentive, and marketplace‑driven sales motions.
Demonstrated hands‑on experience with the Microsoft Commercial Marketplace, including offer creation, transactable listings, private offers, and marketplace‑led pipeline execution.
8+ years of experience in alliances, partner management, or business development within cybersecurity, cloud, enterprise software, or OT/ICS‑adjacent domains.
Proven success leading large‑scale, 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 Azure‑based consulting or managed services offerings.
Background working within multi‑partner ecosystems, including Microsoft, GSIs, MSSPs, and OEMs.
Ability to balance strategic partnership planning with hands‑on execution in complex, matrixed environments.

Responsibilities

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 multi‑year joint business plan aligned to Microsoft Azure, Security, Industry Clouds, and global field priorities.
Drive co‑innovation initiatives, embedding Dragos’ OT/ICS cybersecurity capabilities into Microsoft Azure, Microsoft Security, and industry‑specific cloud solutions.
Build and execute joint go‑to‑market and co‑sell strategies to drive partner‑sourced and partner‑influenced revenue, including executive deal support and field alignment.
Lead Dragos’ success on the Microsoft Commercial Marketplace, overseeing listing strategy, transactable and private offers, marketplace‑driven pipeline, and reporting.
Partner with Microsoft and Dragos teams on co‑marketing, messaging, and enablement, ensuring sellers, solution architects, and partners can clearly position Dragos’ value.
Drive multi‑partner ecosystem plays, aligning Dragos with systems integrators, MSSPs, OEMs, and ISVs within Microsoft‑led delivery and Industry Cloud initiatives.
Collaborate closely with Dragos executive leadership and cross‑functional teams to align strategy, investments, and success metrics while navigating complex, matrixed environments.