Global VP of Partnerships – Global Head of Channel

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🕒 March 31

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OPSWAT

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2002

🔒 Cybersecurity

🏢 Enterprise

☁️ SaaS

💰 $125M Private Equity Round on 2021-03

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.

📋 Description

• 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 • 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 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 • Drive partner compliance, certifications, and joint value propositions emphasizing OPSWAT's unique technologies • Build, lead, and mentor a high-performing global channels team • Establish KPIs/metrics and dashboards for tracking performance • Oversee partner operations, onboarding, training, enablement resources, deal desk support, and conflict resolution • 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 • Own channel revenue quotas and forecasts, targeting significant contribution to total ARR • Identify and pursue strategic deals, alliances, and acquisitions in the partner space to accelerate market penetration

🎯 Requirements

• 12+ years of progressive experience in channel/partner sales and program leadership • 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 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)

🏖️ Benefits

• Equal opportunity employer • Celebrates diversity • Committed to providing an environment without discrimination or harassment • Internal training programs