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Principal Strategic Alliances Manager - Accenture

Dragos, Inc.

Role overview

Qualifications

  • Prior experience working at Accenture, with a deep understanding of its service lines, organizational structure, and global execution model.
  • 8+ years of experience in alliances, partner management, or business development within cybersecurity, enterprise software, cloud, or OT/ICS sectors.
  • Demonstrated success leading and scaling large GSI or global strategic partnerships, including executive‑level relationship ownership.
  • Proven track record of building and executing co‑sell, co‑delivery, and co‑innovation programs that drive measurable revenue and business outcomes.

Responsibilities

  • Own the executive relationship and overall strategy for the global Accenture partnership, serving as the primary point of accountability for partnership success.
  • Develop and execute a multi‑year joint business plan that aligns Dragos and Accenture priorities across industries, regions, and service lines.
  • Drive co‑innovation of products and services, embedding Dragos capabilities into Accenture’s OT/ICS consulting, managed services, transformation, and industry‑specific offerings.
  • Build and lead global go‑to‑market and comarketing motions to generate partner‑sourced and partner‑influenced revenue, including joint campaigns, events, and thought leadership.

Key facts

Hard skills

Business Development Cyber Security Go-to-Market Strategy Technology Ecosystems Product Analysis Project Collaboration Social Influences

Other skills

  • Strategic Planning
  • Consulting
  • Communication
  • Leadership

About the company

Dragos, Inc. logo

Dragos, Inc.

Dragos has a global mission to safeguard civilization from those trying to disrupt the industrial infrastructure we depend on every day. The Dragos Platform offers the most effective industrial cybersecurity technology, giving customers visibility into their ICS/OT assets, vulnerabilities, threats, and response actions. The strength behind the Dragos Platform comes from our ability to codify Dragos's industry-leading OT threat intelligence, and insights from the Dragos services team, into the software. Our community-focused approach gives you access to the largest array of industrial organizations participating in collective defense, with the broadest visibility available.  Our solutions protect organizations across a range of industries, including electric, oil & gas, manufacturing, building automation systems, chemical, government, water, food & beverage, mining, transportation, and pharmaceutical. Dragos is privately held and headquartered in the Washington, DC area with regional presence around the world, including Canada, Australia, New Zealand, Europe, and the Middle East.

Company details

Company size501 - 1000

Links

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Job description

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. 

About the Role: 

Our GTM organizataion is seeking a Principal Alliances Manager to own and expand Dragos’ global strategic relationship with Accenture, one of our most critical GSI partners. This is a high visibility, high impact role responsible for the full lifecycle of the partnership—including vision, strategy, coinnovation, go-to-market execution, commercial enablement, and ongoing ecosystem alignment. In this role you will collaborate deeply across Dragos and Accenture to accelerate joint value creation, expand revenue opportunities, and integrate Dragos capabilities into Accenture’s project based offerings and contractually oriented managed services. Our ideal candidate brings meaningful, hands-on experience working within Accenture and understands its culture, service portfolio, operating model and routes to market. 

Responsibilities:  

  • Own the executive relationship and overall strategy for the global Accenture partnership, serving as the primary point of accountability for partnership success.
  • Develop and execute a multi‑year joint business plan that aligns Dragos and Accenture priorities across industries, regions, and service lines.
  • Drive co‑innovation of products and services, embedding Dragos capabilities into Accenture’s OT/ICS consulting, managed services, transformation, and industry‑specific offerings.
  • Build and lead global go‑to‑market and comarketing motions to generate partner‑sourced and partner‑influenced revenue, including joint campaigns, events, and thought leadership.
  • Oversee joint messaging, solution positioning, pipeline development, account alignment, sales interlock, and forecasting across Accenture practices and regions.
  • Lead commercial and technical enablement, ensuring Accenture teams are trained, certified, and equipped to sell, position, and scale Dragos‑powered services.
  • Drive multi‑partner ecosystem collaboration, aligning Dragos with cloud providers, OEMs, and complementary partners within Accenture‑led delivery models.
  • Collaborate closely with Dragos executive leadership and cross‑functional teams to align on strategy, investments, and success metrics while navigating complex matrix environments.

Qualifications:  

  • Prior experience working at Accenture, with a deep understanding of its service lines, organizational structure, and global execution model.
  • 8+ years of experience in alliances, partner management, or business development within cybersecurity, enterprise software, cloud, or OT/ICS sectors.
  • Demonstrated success leading and scaling large GSI or global strategic partnerships, including executive‑level relationship ownership.
  • Proven track record of building and executing co‑sell, co‑delivery, and co‑innovation programs that drive measurable revenue and business outcomes.
  • Strong executive presence with the ability to communicate effectively and influence senior stakeholders across complex, matrixed organizations.
  • Experience integrating cybersecurity technologies into consulting and managed services portfolios, ideally within OT/ICS or industrial transformation contexts.
  • Background working within multi‑partner ecosystems, including cloud providers, MSSPs, OEMs, and global consultancies.
  • Ability to balance strategic partnership planning with hands‑on execution and operational follow‑through.

Compensation: 

  • OTE: $260,000
  • Competitive Equity Package  
  • Comprehensive Benefits Plan 

 

#LI-BR1 #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.

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Marcus Rivera

Chief Revenue Officer

m.rivera@company.com
linkedin.com/in/marcusrivera
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