Principal Strategic Alliances Manager - Microsoft
dragos • United States
Posted: April 3, 2026
Job Description
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.
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.
Qualifications:
- 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.
Compensation:
- OTE: $260,000
- Competitive Equity Package
- Comprehensive Benefits Plan
#LI-JF1 #LI-REMOTE
Additional Content
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.
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.
Qualifications:
- 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.
Compensation:
- OTE: $260,000
- Competitive Equity Package
- Comprehensive Benefits Plan
#LI-JF1 #LI-REMOTE