The Global Vice President of Partners at OPSWAT is a senior executive leadership role reporting directly to our Global Head of Sales. This position owns the end-to-end strategy, execution, and growth of OPSWAT's global channel and partner ecosystem. OPSWAT is a leading provider of critical infrastructure cybersecurity solutions, including advanced threat prevention (e.g., MetaDefender platform for file security, deep CDR, endpoint protection, OT/ICS security, and zero-trust access), trusted by thousands of organizations worldwide in high-stakes sectors like energy, defense, federal government, manufacturing, and transportation.

The role focuses on accelerating revenue through indirect sales channels, expanding market reach (especially in OT/CIP environments), and building a high-performing, differentiated partner program that complements OPSWAT's direct sales motion. You will lead strategy and operations for a diverse partner landscape, including distribution partners, Value-Added Resellers (VARs), Global System Integrators (GSIs), Industrial Control System (ICS)/OT vendors, advisories/consultancies, and technology alliances/partners (e.g., integrations and co-selling).

Key Responsibilities

• Develop and Own Global Channel & Partner Strategy.
• Define and execute a comprehensive, multi-tier global go-to-market (GTM) strategy for channels and partnerships aligned with OPSWAT's aggressive growth objectives, ARR targets, and prevention-first cybersecurity philosophy ("Trust no file. Trust no device.").
• Prioritize high-impact segments: critical infrastructure protection (CIP), OT/ICS environments, federal/government, enterprise, and emerging markets.
• Balance partner recruitment, enablement, and optimization to drive partner-sourced pipeline, revenue, and market expansion while minimizing channel conflict with direct sales.
• Lead and Scale the Channel Partner Program.
• Evolve and enhance OPSWAT's existing Channel Partner Program (including tiers, incentives, certifications via OPSWAT Academy, and tools) to make it best-in-class for cybersecurity/CIP.
• Design programs, MDF (market development funds), rebates, SPIFs, deal registration, co-selling frameworks, and performance tiers tailored to partner types (e.g., higher margins/incentives for GSIs handling complex OT deployments).
• Drive partner compliance, certifications, and joint value propositions emphasizing OPSWAT's unique technologies (e.g., Multi-scanning, Deep CDR, vulnerability assessment).
  
  

Manage Key Partner Categories
  - **Distribution**: Recruit/expand global distributors to broaden geographic coverage and accelerate volume sales.
  - **VARs & MSPs**: Build a robust reseller network focused on enterprise and mid-market adoption of MetaDefender and related solutions.
  - **GSIs**: Forge strategic relationships with top-tier GSIs for large-scale deployments in critical infrastructure, including joint go-to-market in regulated industries.
  - **Industrial Control Vendors/OT Partners**: Develop co-engineering, bundling, and integration partnerships with ICS/OT hardware/software vendors to embed or complement OPSWAT solutions in industrial environments.
  - **Advisories/Consultancies**: Engage security advisory firms and consultancies for influence, referrals, and co-delivery of assessments/implementations.
  - **Technology Partnerships**: Expand the ecosystem of 100+ certified integrations, OEM embeds, and co-marketing alliances to enhance product value and interoperability.

Team Leadership & Operations

• Build, lead, and mentor a high-performing global channels team (e.g., regional channel managers, partner success managers, program specialists) across Americas, EMEA, APAC.
• Establish KPIs/metrics (e.g., partner-sourced revenue %, pipeline coverage, partner NPS, attach rates, deal registration compliance) and dashboards for tracking performance.
• Oversee partner operations, onboarding, training (via OPSWAT Academy), enablement resources, deal desk support, and conflict resolution.
  
  

Cross-Functional Collaboration

• Partner closely with sales, product, marketing, customer success, and federal teams to align channel efforts with overall GTM, product roadmaps, and customer outcomes.
• Drive joint marketing campaigns, events, webinars, and co-selling motions with partners.
• Collaborate with legal/finance on contracts, pricing, and compliance.
  
  

Revenue & Growth Accountability

• Own channel revenue quotas and forecasts, targeting significant contribution to total ARR (e.g., scaling partner-sourced revenue as a key growth lever).
• Identify and pursue strategic deals, alliances, and acquisitions in the partner space to accelerate market penetration.
  
  Qualifications & Experience
• 12+ years of progressive experience in channel/partner sales and program leadership, with at least 7+ years in senior/global roles (e.g., VP/Director of Channels, Alliances, or Partner Programs).
• Proven track record building/scaling channel ecosystems in **cybersecurity**, enterprise software, SaaS, or critical infrastructure/OT/ICS sectors.
• Deep understanding of partner types relevant to OPSWAT (distribution, VARs, GSIs, OT vendors, technology alliances).
• Demonstrated success driving double-digit partner-sourced revenue growth and program maturity in high-growth environments.
• Experience in regulated industries (e.g., energy, defense, federal) and familiarity with Zero Trust, file/endpoint security, or OT cybersecurity challenges.
• Strong executive presence; ability to influence C-level stakeholders at partners and internally.
  
  **Preferred**
• Prior experience at cybersecurity firms focused on prevention, threat detection, or CIP.
• Global experience managing teams across regions (Americas, EMEA, APAC).
• Track record with partner program accreditations (e.g., CRN recognition, as OPSWAT has achieved).
  
  Skills & Competencies
• Strategic thinker with operational execution excellence.
• Exceptional relationship-building and negotiation skills.
• Data-driven; proficient in CRM, partner portals, and analytics tools.
• Strong communicator and presenter (internal/external).
• Ability to thrive in a fast-paced, innovative cybersecurity company committed to protecting critical infrastructure.

OPSWAT, a global leader in IT, OT, and ICS critical infrastructure cybersecurity, delivers an end-to-end platform that gives public and private sector organizations and enterprises the critical advantage needed to protect their complex networks, secure their devices, and ensure compliance. Over the last 20 years our commitment to innovative technology has earned the trust of more than 1,700 organizations, governments, and institutions globally, solidifying our role in protecting the world’s critical infrastructure and securing our way of life. 

What You Will Be Doing 

• Serve as the external voice of the product across webinars, executive roundtables, customer events, and analyst briefings 

• Own product messaging and narrative across predictive AI, threat intelligence, and prevention capabilities 

• Lead structured customer discovery with security leaders, detection engineers, and OT security owners 

• Define and validate target buyer personas, ICPs, and supported use cases 

• Build and maintain sales enablement assets, including pitch decks, demo storylines, competitive content, and objection-handling guides 

• Partner with sales and solution engineering on strategic deals, refining positioning based on direct field feedback 

• Develop launch narratives and collaborate with field marketing on product launches and campaigns 

• Track post-launch adoption and feedback, feeding insights back into messaging and roadmap 

• Run win/loss and voice-of-customer programs to convert buyer and user needs into roadmap priorities 

• Provide input on pricing, packaging, and commercial positioning based on field and competitive dynamics 

• Translate technical capabilities into clear business value for executive and customer audiences 

• Provide a business counterpart to engineering leadership in roadmap, planning, and executive review discussions 

What We Need From You 

• 5+ years of experience in cybersecurity, in product marketing, technical product management, sales engineering, or solutions architecture 

• Proven customer-facing experience, including public speaking at industry events, webinars, or executive roundtables 

• Working fluency across the cybersecurity stack, including threat intelligence, detection engineering, and prevention technologies 

• Working understanding of AI and machine learning as applied to security, with the ability to articulate and assess model performance 

• Strong customer and buyer empathy, with the ability to map personas and prioritize use cases 

• Proven ability to convert market signals and customer needs into product and roadmap input 

• Strong business acumen, comfortable discussing pipeline, expansion, retention metrics, TCO, ROI, and risk reduction 

• Strong communication and stakeholder management skills across technical and executive audiences 

• Entrepreneurial mindset with a high level of ownership and the ability to drive initiatives independently 

• Willingness to travel up to 30% for customer visits, field events, and industry conferences 

Nice to Have 

• Experience in OT, ICS, or critical infrastructure environments 

• Background with content disarm and reconstruction (CDR) or file-based threat prevention solutions 

• Industry exposure in regulated sectors such as government, defense, utilities, or financial services 

• Prior experience in a startup or early-stage environment with autonomous business ownership 

• Published thought leadership, analyst report contributions, or a track record of speaking at industry events 

• Additional language proficiency for regional coverage

The Position

The Regional Sales Manager is a significant driver of company revenue and growth. Your responsibilities will include: learning the OPSWAT technology; developing and implementation of a strategic account plans targeting deployments of our Cybersecurity platforms and solutions. You will build the right relationships inside a target account, know how to leverage your company resources to the fullest, and negotiate and close new business. The ideal candidate will have previous work experience as a member of a corporate sales team and a career track record of exceeding multi-million-dollar sales quotas. Candidates selling into critical infrastructure and data diode sales experience are given a preference.

What You Will be Doing

• Strategically target business opportunities that leverage high value use cases, in key verticals.
• Develop and execute sales strategies and tactics to sell OPSWAT products, solutions, and services to exceed your sales quotas.
• Communicate value propositions to clients that speak intimately to their needs and requirements.
• Utilize client-centric, solutions-oriented selling strategies and hunter’s mentality to identify, qualify, convert enterprise sales.
• Effectively articulate financial ROI/TCO value, and build value throughout the negotiation process.
• Maintain extensive account and opportunity detail in Salesforce CRM, including account win plans, customer touch points, sales inhibitors, etc.
• Forecast and report revenue projections accurately to management.
• Overachieve on annual quota, measured quarterly.

What We Need from You 

• A minimum of 5 years successfully selling technology products and solutions to business.
• Bachelor’s degree, preferably in a technical discipline or equivalent experience.
• A successful track record selling complex-solutions directly to enterprise customers and through Channel/SI Partners.
• You’re persuasive, and have excellent negotiation and presentation skills. You can effectively communicate with both technology-oriented and senior business executives at the “C” level, and are comfortable articulating the technical and business value of the OPSWAT platforms.
• Your work is a mix of strategic and proactive account activity, and you have a demonstrated ability of uncovering, qualifying, developing, and closing new accounts.
• Ability to set goals, prioritize tasks, and achieve success with minimal oversight in a sometimes ambiguous work environment.
• You keep your pipeline accurate and your forecast updated for management.
• Possess, at minimum, a fundamental understanding of security threats, solutions, and security tools.
• Excellent time management skills, and work with high levels of autonomy and self-direction.
• You’re highly competitive, ramp quickly, are extremely adaptive, and pride yourself on exceeding sales goals.
• You are able to travel as necessary to your assigned accounts, and to Company meetings.
• Highly ethical and professional personal conduct.

Role Overview

OPSWAT is seeking a Field and Channel Marketing Specialist to support regional marketing execution across Southern Europe. This role will focus on partner and field marketing initiatives that drive pipeline growth, strengthen partner relationships, and support sales objectives in the region.

Key Responsibilities

- Support execution of regional field and partner marketing programs aligned with Southern and northern Europe business priorities

- Plan and execute regional marketing events, including conferences, partner events, and customer engagements

- Support digital marketing initiatives including campaigns, webinars, email programs, and social media

- Collaborate with partners on joint marketing initiatives and MDF-funded activities

- Coordinate localization and distribution of regional marketing content

- Track, analyze, and report on campaign performance, pipeline contribution, and effectiveness

- Provide operational and administrative marketing support to ensure timely execution