Strategic Channel Account Manager

November 3

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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

• Develop and execute strategic partner plans to drive revenue growth and market expansion. • Cultivate executive-level relationships with key partners to align on joint go-to-market strategies. • Lead business planning sessions, QBRs, and co-marketing initiatives with strategic partners. • Identify and nurture new strategic opportunities within existing partner ecosystems. • Collaborate cross-functionally with sales, marketing, product, and technical teams to support partner success. • Track and report on partner performance, pipeline development, and strategic milestones. • Represent OPSWAT at partner summits, industry events, and executive briefings.

🎯 Requirements

• Minimum 7 years of experience in strategic channel sales or partner management, preferably in cybersecurity. • Demonstrated success in growing pipeline and revenue through strategic partnerships. • Experience working with cybersecurity VARs or OEMs is strongly preferred. • Strong business acumen and ability to engage with partners at the executive level. • Deep understanding of indirect sales models, partner programs, and joint GTM strategies. • Excellent communication, negotiation, and relationship-building skills. • Ability to work independently in a fast-paced, remote environment. • Bachelor’s degree in Business, Marketing, or a related field; MBA is a plus.

🏖️ Benefits

• Competitive compensation and performance-based incentives • Comprehensive benefits package • Remote-first culture with flexible work arrangements • Opportunity to work with cutting-edge cybersecurity technologies • Collaborative and mission-driven team environment