Senior Manager, OEM Sales – Technology/Product Partnerships

Job not on LinkedIn

November 3

🏄 California – Remote

Although this job is listed in California, this company may be open to hiring remote in other states.

⏰ Full Time

🟠 Senior

💰 Account Manager

🦅 H1B Visa Sponsor

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OPSWAT

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Cybersecurity • Enterprise • SaaS

OPSWAT is a cybersecurity company specializing in comprehensive IT and OT defense solutions. With over 20 years of innovation, OPSWAT provides advanced threat prevention through its MetaDefender Platform, which integrates a multitude of security technologies aimed at protecting critical infrastructures globally. The platform includes solutions for file security, email security, malware analysis, and more, targeting both public and private sector organizations. OPSWAT emphasizes its commitment to securing both traditional IT environments and operational technology (OT) networks, ensuring robust defense mechanisms against a wide array of cybersecurity threats. Trusted by over 1,700 customers worldwide, OPSWAT is a leader in the cybersecurity industry, known for its partnerships and certifications, as well as its comprehensive support and training services.

501 - 1000 employees

Founded 2002

🔒 Cybersecurity

🏢 Enterprise

☁️ SaaS

💰 $125M Private Equity Round on 2021-03

📋 Description

• Own the full sales cycle for complex OEM partnerships — from prospecting and technical discovery through negotiation and long-term relationship management. • Develop and execute go-to-market strategies targeting OEMs across key domains such as endpoint security, VPN, SASE/ZTNA, DEX, EPS, and threat detection/prevention. • Collaborate cross-functionally with Engineering, Product, Finance and Legal teams to design integration models, licensing agreements, and scalable partnership structures. • Understand and communicate technical value, aligning partner needs with OPSWAT product capabilities, APIs, and SDKs. • Identify and qualify new technology OEM opportunities, including cloud service providers, security vendors, MSPs, and Telcos. • Act as a technical liaison during sales discussions, ensuring product integrations and business terms meet both technical and commercial objectives. • Contribute to long-term partnership growth, leveraging data insights and feedback to strengthen solution adoption and renewals.

🎯 Requirements

• 7–10 years of experience in enterprise software or OEM sales, ideally within cybersecurity, cloud, or endpoint security. • Strong technical foundation — ability to discuss APIs, integrations, and architecture with technical counterparts. A degree in Computer Science, Engineering, or a related field is strongly preferred. • Proven success in building and closing OEM or to a lesser degree channel partnerships with measurable revenue impact. • A hunter mindset with exceptional ability to identify whitespace opportunities and drive business from concept to contract. • Experience working cross-functionally with technical and business teams in fast-moving, high-growth organizations. • Strategic and analytical thinker with strong business acumen and negotiation skills. • Excellent written, verbal, and presentation abilities — comfortable interfacing with both executives and engineers.

🏖️ Benefits

• Health insurance • Paid time off • Flexible working hours