Protecting the World’s 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.
About the Role
We are looking for a Senior Business Analyst with strong expertise in sales pipelines and B2B partner management to join our team. This role will play a critical part in optimizing how we engage with enterprise customers and partners, ensuring our CRM platform supports scalable sales processes and business growth.
The ideal candidate brings proven CRM experience within software development or technology companies, understands the dynamics of B2B relationships, and can translate business needs into actionable CRM solutions.
What you will be doing
- Partner with sales, business development, and B2B partner teams to gather and analyze requirements for CRM enhancements.
- Design and optimize sales pipeline processes, from lead generation through deal closure and post-sale activities.
- Develop CRM workflows and reporting that provide visibility into partner performance, deal velocity, and pipeline health.
- Serve as a trusted advisor to business stakeholders, aligning CRM solutions with business goals and customer engagement strategies.
- Lead discovery workshops, document user stories, and define functional requirements for CRM projects.
- Collaborate with technical teams to deliver and validate CRM customizations, integrations, and automations.
- Provide training, adoption strategies, and ongoing support to sales and partner-facing teams.
- Monitor CRM usage and KPIs, offering insights and recommendations for continuous improvement.
What we need from you:
- Bachelor’s degree in Business, Information Systems, or a related field.
- 5+ years of business analysis experience, with at least 3 years in CRM-focused roles (Salesforce, Dynamics 365, or similar).
- Strong knowledge of B2B sales cycles, partner management, and sales pipeline tracking.
- Experience working with or within software development / technology companies.
- Demonstrated success in translating business requirements into CRM solutions.
- Excellent communication, stakeholder management, and facilitation skills.
- Analytical mindset with the ability to provide data-driven insights.
- CRM certifications (e.g., Salesforce Administrator or Business Analyst) are a plus.
- Strong English proficiency.
OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws.
Recruiting Agencies: we do not accept unsolicited resumes from third party agencies for any of our open positions. To submit resumes for our jobs, there must be a recruiting contract approved by our legal team and endorsed by both parties. We are currently not accepting additional 3rd party agencies at this time.
