Federal Sales Account Executive
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.
The Position
Stephen Gorham is expanding the OPSWAT Federal team, and there has never been a better time to join. We’re in the middle of an exciting Federal expansion, fueled by incredible adoption of OPSWAT’s purpose-built solutions that help the DoD, Intelligence Community, and Federal Civilian Agencies meet their missions with greater security and confidence.
As part of this investment, we’ve opened our new state-of-the-art Critical Infrastructure Lab in Arlington, VA—a hub for innovation, collaboration, and hands-on demonstrations of our unique technologies. We’re continuing to make substantial investments in Federal because we see the difference OPSWAT makes for national security every day—and we want passionate people to join us in driving that mission forward.
About the Role
As a Federal Sales Account Executive, you will be at the forefront of OPSWAT’s federal growth. Your mission is to build, manage, and grow relationships across Federal agencies, while driving adoption of OPSWAT’s solutions for Zero Trust, critical infrastructure protection, and secure file and data transfer. You will work closely with capture managers, channel partners, and technical experts to develop strategies that deliver wins and expand OPSWAT’s presence in the Federal market.
What You Will Be Doing
- Own and drive a Federal sales territory focused on DoD, IC, and civilian agencies.
- Meet or exceed annual sales quota by developing new business and expanding existing accounts.
- Lead the complete sales cycle—from opportunity identification and qualification through negotiation and close.
- Partner with Channel and Federal System Integrator partners to maximize contract vehicle access and joint wins.
- Collaborate with capture managers and proposal teams to align sales strategy with capture efforts.
- Leverage OPSWAT’s Critical Infrastructure Lab in Arlington, VA to host demonstrations, workshops, and executive briefings for customers and partners.
- Provide accurate pipeline forecasts and contribute to Federal growth strategy.
What We Need From You
- 10+ years of Federal technology sales experience, preferably in cybersecurity, networking, or critical infrastructure protection.
- Deep understanding of Federal procurement processes, contract vehicles, and acquisition lifecycles.
- Proven track record of meeting or exceeding sales quotas with Federal agencies.
- Strong relationships within DoD, IC, and/or civilian agencies, and with Federal System Integrators.
- Excellent communication, presentation, and relationship-building skills.
- Mission-driven mindset with a passion for protecting national security.
Why Join OPSWAT Federal?
- Be part of a rapidly growing Federal team led by Stephen Gorham.
- Help Federal agencies secure missions with purpose-built cybersecurity solutions.
- Work in a culture of innovation and collaboration with substantial ongoing investment.
- Access to a state-of-the-art Critical Infrastructure Lab in Arlington, VA.
- Competitive compensation, uncapped career growth opportunities.
This is more than a sales role—it’s a chance to make an impact where it matters most. If you’re ready to help Federal agencies strengthen their security posture and drive OPSWAT’s Federal expansion, we’d love to hear from you.
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.
Related jobsAccount Manager
Corporate Sales
San Francisco
Summary
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.
The Position
The Commercial Account Manager role is responsible for managing client retention cycles, working with Account Executives to execute account growth plans, and collaborate with CSM to maintain high levels of client satisfaction. This position will be located at the OPSWAT Global headquarters in Tampa Florida. Your responsibilities will include the development and implementation of account retention and expansion plans to secure and grow deployments of our MetaDefender platform. You will build the right relationships inside your accounts, know how to leverage company resources to the fullest, and negotiate and close retention and growth opportunities. You will work closely with the territory Account Executives to uncover and collaborate on growth opportunities within your accounts. The ideal candidate will have previous experience as a member of a collaborative sales team, a track record of exceeding sales quotas, and a knack for learning technology.
This position is onsite, Monday - Friday, in our Corporate office in San Francisco, CA; hybrid or remote work is not offered for this position.
What You Will Be Doing
- Support in building and executing account retention plans for assigned accounts to reach retention goals.
- Understand each client's current value propositions and be able to speak intimately about their current and future needs and requirements.
- Develop trusted relationships with clients to protect ongoing revenue streams.
- Leverage Solution Engineers and Customer Success to coordinate regular account reviews with clients and provide strategies to maximize ROI.
- Effectively articulate financial ROI/TCO value and build value throughout the renewal negotiation process.
- Maintain extensive and accurate account and opportunity level detail in Salesforce CRM, including account retention plans, client engagement activities, sales inhibitors, etc.
- Leverage all cross-functional resources to achieve your retention quotas: including Executive leadership, Account Executives, Solution Engineers, Customer Success, Field and Event Marketing, Sales Operations, and others.
- Forecast and report revenue projections to management and deliver a predictable pipeline to drive forecast accuracy.
- Overachieve on annual quota, measured quarterly.
What We Need From You
- 1 - 2 years successfully selling technology products and solutions in a B2B environment.
- A bachelor's degree, preferably in a business or technical discipline OR equivalent experience.
- A successful record of accomplishments managing client accounts.
- You are comfortable working through structured retention cycles as well as working with Account Executives to develop and execute tailored account retention plans.
- You have an innate passion to learn. We are constantly seeking to better understand each client’s security position, needs, and strategies.
- A roll-up-the-sleeves mentality ready to help others and drive success throughout the entire sales organization. We never learn alone.
- An active listener and have excellent presentation skills. You can effectively communicate with both technology users and senior business executives and are comfortable articulating the technical and business value of the MetaDefender platform.
- Ability to set goals, prioritize tasks, and achieve success with minimal oversight.
- Accurately maintain your pipeline and provide updated forecast to management.
- Ideally, someone who possesses a fundamental understanding of security threats, solutions, and security tools.
- Highly competitive, can ramp quickly, are extremely adaptive, and pride yourself on exceeding sales goals.
- Able to travel as necessary to your assigned accounts, and to company meetings.
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.
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Business Development Specialist - OEMs
OEM & Technical Alliances
San Francisco,
Tampa
Summary
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.
The Position
You will work closely with our VP of Global OEM Sales, gaining hands-on experience in creating and driving OEM partnerships with top-tier technology companies. This role is designed to equip you with the skills needed to succeed in sales and business development while leveraging your technical knowledge and business acumen while collaborating with prospective partners.
What You Will Be Doing
- In a true hunter sales role, actively pursue and secure new business opportunities to drive revenue growth.
- Develop a deep understanding of target accounts and present well-articulated value propositions to establish OEM partnerships.
- Focus on key areas such as endpoint security controls, file security applications and threat detection/prevention.
- Identify and secure opportunities with technology OEMs, including SASE/ZTNA, DEX, EPS vendors, cloud/email service providers, RMMs, MSPs, and Telcos.
- Collaborate with other team members and departments such as R&D, Accounting, Product Management, and Legal to achieve sales targets and overall success.
What We Need From You
- Recent MBA graduate (within the last 5 years) or 5-7 years of software OEM sales experience in the IT industry, with a strong preference for experience in security, cloud, and endpoint solutions.
- Hunter mentality with the ability to generate leads organically through research and outreach
- Bachelor’s degree in computer science, electrical engineering, or a related field.
- Self-starter with excellent project management skills in a fast-paced environment.
- Demonstrated technical aptitude in enterprise solutions (preference for cybersecurity), with strong communication and interpersonal skills.
- Organized and strategic thinker with the ability to articulate compelling value propositions.
Why You Will Love Working at OPSWAT
You'll be joining a highly successful OEM team that provides a fun and engaging culture with career growth opportunities based on your performance. We offer a competitive compensation package split between base salary and commission, along with accelerators for top performers. Our comprehensive benefits include health, dental, and vision insurance, generous PTO, 401K matching, and more!
Join us at OPSWAT, where you can grow your career and make a substantial impact in the Critical Infrastructure Protection industry.
We have a market-based pay structure that varies by location. The base pay for this position is dependent on location, as outlined below, as well as the candidate's knowledge, skills, and experience. In addition to base pay, this role is eligible for bonuses, benefits, and equity.
Base Pay Range: San Francisco Bay Area - $90,000 - $130,000.
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.
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Channel Account Manager - ANZ
Channel Sales
Australia
Summary
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.
The Position
Based in Australia, this role will report to the RSD for ANZ.
This role is focused on growth of sales and revenue by developing and executing a go to market strategy with our channel partners. This role requires a clear alignment of partner strategies with our broader business goals. You'll need to know OPSWAT’s products inside and out, have sharp sales skills, diligently execute partner business plans, and successfully implement partner-led initiatives and co-sell strategies. You'll manage a mix of regional and/or global partners, utilizing our distribution network to boost overall territory partner contribution and partner-sourced revenue.
The Channel Account Manager will work closely with the region’s sales leadership team and key stakeholders to support our customer adoption through OPSWAT Partners. The ideal candidate will have strong existing channel partner sales experience and a close network of partner relationships – ideally decision makers within partner organizations.
Key performance indicators include achieving or exceeding partner sales goals - overall partners business revenue and partner sourced revenue - through partners assigned to your sales segment territory tied to Sales Leaders Account Executives within the segment.
Travel will be required according to the demand to support partner development, partner enablement, customer meetings, partner governance and pipeline generation activities as needed.
What You Will be Doing
- Driving Partner Sales - Accelerate regional revenue through both partner-led sales and co-sell initiatives with assigned partners, including distribution partners for ANZ.
- Pipeline Management: Proactively identify, cultivate, and advance qualified partner pipelines throughout the sales cycle.
- Co-sell Execution: Collaborate with partners to develop and implement go-to-market strategies, solution offerings, and joint execution with OPSWAT’s ANZ sales teams.
- Strategic Planning: Work closely with internal sales leadership and peer leadership teams to align strategies and initiatives. Develop and execute partner plans, growth, and acquisition strategies to expand into new verticals and territories.
- Relationship Development: Cultivate strong relationships with partner organizations' sales, presales, and technical teams, as well as key decision-makers and influencers.
- Partner Practice Development: Collaborate with relevant OPSWAT functions to develop robust partner practice capabilities, including Partner Sales Enablement Plans.
- Performance Cadence: Lead business and quarterly planning/review sessions, serving as a key stakeholder and providing regular updates on channel performance to the leadership team.
What We Need from You
- 5+ years’ experience working with Channel and/or Distribution Partners.
- Excellent presentation and interpersonal communication skills (verbal and written) with strong executive presence.
- Experience working in the Technology sector with Network and/or security vendor experience.
- Excellent verbal and written communication skills.
- Desirable experience: quota carrying enterprise software sales experience.
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.
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Channel Manager (UAE)
Channel Sales
United Arab Emirates
Summary
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.
The Position
OPSWAT is looking for an experienced Channel Manager, United Arab Emirates to assist in the execution of OPSWAT’s strategic channel expansion. The Channel Manager’s primary role is to steward the Global Channels Strategy in the assigned territory, by means of assisting in the mapping, recruitment, enablement, and management of an expanding channel ecosystem. This is a very dynamic role, covering operational aspects of relationships with channel partners, as well as strategic ones. Ultimately, the objective is to scale OPSWAT’s value-added channel and foster exponential productivity and growth.
The position reports to the VP Global Channels and will have daily interfacing, alignment, collaboration, direction with and from the META VP Sales and the Regional Sales Managers. The ideal candidate will have multiple years of continually exceeding sales quotas by means of having recruited, enabled, and managed a value-added channel focused on Enterprise-type IT/OT security and SaaS sales opportunities.
This position is based in Dubai and will primarily cover the United Arab Emirates territory (may include coverage of other GCC countries).
What You Will Be Doing
- Building and scaling a channel ecosystem (and, as a result, a customer base) for new business within the assigned territory; successful channel prospecting methods should be second nature to you
- Under direction of (and in conjunction with) your manager, execute the various steps of channel partner onboarding, enablement, and business planning (sales/demand gen)
- In close collaboration with the related Regional Sales Manager, ensure that the Sales portion of Business Planning is being executed on a continuous basis by the channel partner (ie, account mapping, pipeline creation, opportunity management, forecasting)
- Respond to inbound channel leads and appropriately manage them according to direction provided by your manager.
- Be a primary POC for channel partners in the territory for all tactical/operational aspects (ex., access to Channel Partner Portal, OPSWAT Academy, resources, etc).
- Develop thought leadership and a trusted advisory relationship with your partners, customers and prospects.
- Assist partners in developing and executing sales strategies and tactics to sell OPSWAT products, solutions, and services to exceed your sales quotas.
- Communicate value propositions to partners and customers that speak intimately to their needs and requirements.
- Maintain extensive account and opportunity detail in Salesforce CRM, including account business plans, customer touch points, sales inhibitors, etc.
- Forecast and report revenue projections accurately to management.
- Overachieve on annual quota, measured quarterly.
- Exude excellence while constantly being fanatical about delighting our customers and promoting our products.
- Be a constant expert in cyber-security and use this knowledge to plan for the future – you love to learn and grow.
What We Need From You
- Bachelor’s degree or equivalent experience.
- 7 – 10 years Channel and Business Development experience with at least 5 years of security and/or enterprise software sales (extra points for experience selling cyber security solutions for larger companies).
- Professional proficiency in English and local languages as needed.
- Can demonstrate consistent quota attainment track record selling complex-solutions to enterprise customers by means of mapping, recruiting, enabling, and managing a highly-productive channel partner ecosystem.
- Technical familiarity with cyber security products and operating systems, ability to comfortably articulate technology and value proposition to solution users as well as C-level executives.
- Highly accurate pipeline management and forecasting expertise via channels.
- Excellent time management skills, and work with high levels of autonomy and self-direction.
- Self-motivated with a winning attitude, highly competitive, ramp quickly, are extremely adaptive, and pride on exceeding sales goals
- Ability to travel as necessary to your assigned channel partners and/or customers, and to Company meetings.
- Highly ethical and professional personal conduct.
- Team player.
- Excellent communicator.
It Would Be Nice If You Had:
- Technical experience in enterprise or application software or networking solutions, ideally in the network or device security market.
- Knowledge of sandbox and anti-malware products and markets.
- Technical familiarity and understanding of APIs.
- Background in software development, IT/IS administration, or CIS.
- Professional fluency in additional languages.
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.
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Enterprise Account Manager (Cybersecurity)
Field Sales
Saudi Arabia
Summary
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.
The Position
The KSA Enterprise Account Manager is a significant driver of Company revenue and growth in the META region. This position is remote and will be located in Riyadh, KSA. Your responsibilities will include developing and implementing strategic account plans targeting deployments of our Metadefender and MetaAccess Security platforms. 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 hunt for new business opportunities that leverage high-value use cases in key verticals.
- In close partnership with your Solutions Engineer, develop and execute sales strategies and tactics to sell OPSWAT products, solutions, and services to exceed your sales targets.
- Communicate value propositions to clients that speak intimately to their needs and requirements.
- Utilize client-centric, solutions-oriented selling strategies and a hunter’s mentality to identify, qualify, and convert enterprise sales.
- Effectively articulate financial ROI/TCO value, and build value throughout the negotiation process.
- Maintain extensive and accurate account and opportunity detail in Salesforce CRM, including account win plans, customer touch points, sales inhibitors, etc.
- Leverage all cross-functional resources to achieve your quota: Executive management, Inside Sales Development, Customer Success, Field and Event Marketing, Sales Operations, and others.
- Forecast and report revenue projections to manage and deliver a predictable pipeline to drive forecast accuracy.
- Overachieve on annual quota, measured quarterly.
What We Need From You
- A minimum of 7 years of successfully selling technology products and solutions to businesses.
- Saudi nationals are preferred.
- Excellent of vendor management in Government/Public sector.
- Bachelor’s degree, preferably in a technical discipline or equivalent experience.
- Successful track record selling complex solutions directly to enterprise customers.
- You’re persuasive and have excellent negotiation and presentation skills. You can effectively communicate with technology-oriented and senior business executives at the “C” level and are comfortable articulating the technical and business value of the Metadefender platform.
- Your work is a mix of strategic and proactive account activity, and you have a demonstrated ability to uncover, qualify, develop, and close 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 incredibly adaptive, and pride yourself on exceeding sales goals.
- Ability to travel as necessary to your assigned accounts and Company meetings.
- Highly ethical and professional personal conduct.
- Must be fluent in both English and Arabic.
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.
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Federal Channel Sales Manager
Channel Sales
DMV Area (DC, Maryland, Virginia)
Summary
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.
The Position
We are looking for an experienced and results-oriented Channel Account Manager with a minimum of 5 years of demonstrated success in channel sales and partner management, specifically within the federal sector. In this role, you will be responsible for developing and executing a strategic plan to enhance our partner ecosystem, drive sales growth, and strengthen relationships with existing federal partners. A strong understanding of channel sales strategies, excellent communication skills, and the ability to collaborate across departments are essential for achieving our business objectives. If you are passionate about building and managing successful partner relationships, we encourage you to apply and contribute to our mission.
Qualified candidates must reside in the DC metro area and be a US Citizen with the ability to obtain a security clearance in the future.
What You Will Be Doing
Channel Strategy Development and Execution
- Formulate and implement a robust channel sales strategy aimed at meeting or exceeding revenue targets within the federal sector.
- Identify, recruit, and onboard capable focused channel partners to broaden the partner ecosystem.
- Create and manage comprehensive partner business plans, including sales targets, marketing initiatives, contract vehicle availability, and collaborative projects.
Partner Relationship Management
- Build and maintain strong, long-lasting relationships with key federal partners.
- Serve as the primary point of contact for channel partners, addressing concerns and providing ongoing support.
- Conduct regular business reviews with partners to evaluate performance, identify growth opportunities, and align strategic goals.
Sales Enablement
- Equip partners with the necessary training, tools, and resources to effectively sell our products and solutions in the federal market.
- Develop and deliver engaging sales presentations, product demonstrations, and training sessions tailored for partners.
- Maintain a library of sales and marketing collateral to support partner activities.
Performance Monitoring and Reporting
- Track partner sales performance, analyzing key metrics and KPIs to identify trends and areas for improvement.
- Prepare regular performance reports for senior management, offering insights and recommendations.
- Collaboration and Cross-Functional Support
- Collaborate closely with marketing, product management, and customer support teams to align channel strategies with overall business objectives.
- Participate in the creation of channel marketing programs and campaigns aimed at driving partner engagement and sales.
- Provide valuable feedback to internal teams regarding partner needs, market trends, and competitive intelligence.
Market Expansion
- Identify and explore new market opportunities and segments for channel growth within the federal sector.
- Develop strategies to penetrate new markets and increase market share through channel partners.
What We Need From You
- Bachelor’s degree in Business, Marketing, or a related field; MBA is a plus.
- US Citizenship.
- Minimum of 5 years of experience in channel sales or partner management within the Federal sector, particularly within Cyber Security (IT and OT); experience with Global System Integrators (GSIs) is a plus.
- Proven track record of achieving sales targets and driving revenue growth through channel partners.
- Strong understanding of channel sales strategies, partner ecosystems, and market dynamics within the federal landscape.
- Excellent communication, negotiation, and relationship-building skills.
- Ability to work independently and collaboratively in a fast-paced, dynamic environment.
- Proficiency in Salesforce and other sales tools.
- Willingness to travel up to 50%.
What We Offer
- Competitive salary and performance-based incentives.
- Comprehensive benefits package, including health, dental, and vision insurance.
- Opportunities for professional growth and development.
- A supportive and collaborative work environment.
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.
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Presales/ Sales Engineer/ Solution Engineer (Cybersecurity, Bangalore)
Solution Engineering
India
Summary
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.
The Position:
The Sales Engineer will be the primary technical sales resource for our APAC regional sales team and will assist in identifying customer challenges and driving technical alignment between customer or partner needs and the OPSWAT solutions. You will work with enterprise and government sector customers. You will serve as a product and industry expert, effectively describing and demonstrating our solution as well as promoting our vision and approach. You will be a trusted point of contact for our customers and partners while advancing the sales process.
You will be required to periodically train partners to be proficient in selling and supporting our products and provide technical assistance when needed by partners to close deals.
At the same time, you will be a liaison to the engineering team to drive the direction of the product. The ideal candidate should have previous work experience as a member of a corporate sales team and a career track record of supporting cybersecurity products and relevant technology forlarge and complex enterprises.
We are interested in candidates based in Bangalore, Indiawith English as a primary or secondary language.
What You Will Be Doing:
- Works with the OPSWAT sales team as well as partners to drive Enterprise business
- Manage partner/customer requirements, expectations, and solution buy-in
- Build partner/customer’s confidence and awareness in our products/solutions
- Manage, deliver and present detailed responses to industry RFPs
- Train and certify resellers and partners
- Present at Conferences and Seminars
- Support proof of concepts, implementations, and installs as needed to successfully satisfy customer requirements
What We Need from You:
- 8+ years of cybersecurity or networking software sales engineering or technical sales experience
- Excellent track record in developing new business and explaining technology and product to customers/partners
- Comfortable leading discussions within the cybersecurity domain to all customer levels (CISO to IT administrator)
- Strong presentation and application demo skills
- Experience installing and troubleshooting cybersecurity or network security solutions in Windows or Linux environments
- A self-motivator who thrives on identifying and resolving customer pain points
- Passionate in cybersecurity and always keeping up to date with technology advancement
- Experienced AWS/Azure/GCP administrator
It Would Be Nice If You Had:
- Working experience with Dockers, Kubernetes, Terraform or HELM charts
- Knowledge of Sandbox and malware analysis
- A technical understanding of APIs
- Experience with ICSenvironments and OT cybersecurity products
- Experience with Dev-Ops
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.
Apply for This Job
Regional Sales Manager (Cybersecurity, Government)
Field Sales
India
Summary
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.
The Position
Responsibilities of the Regional Sales Manager will include: learning the OPSWAT technology; developing and implementation of a strategic account plans targeting deployments of our Cybersecurity platforms and solutions to Government (local and central) and the Security Services sectors which includes military, defense, intelligence & police; building relationships inside a target account and with Channel/SI Partners; leveraging company resources; and closing business and celebrating success. The ideal candidate will have multiple years of continually exceeding sales quotas while forecasting accurately and selling Cybersecurity solutions.
The role will be located in Mumbai.
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
- You have 5-10 years of experience successfully selling technology products and solutions to business
- You have a Bachelor’s degree, preferably in a technical discipline or equivalent experience
- You have 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
- You possess, at minimum, a fundamental understanding of security threats, solutions, and security tools.
- You have 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.
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.
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Regional Sales Manager (Cybersecurity, Government)
Corporate Sales
India
Summary
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.
The Position
Responsibilities of the Regional Sales Manager will include: learning the OPSWAT technology; developing and implementation of a strategic account plans targeting deployments of our Cybersecurity platforms and solutions to Government (local and central); leveraging company resources; and closing business and celebrating success. The ideal candidate will have multiple years of continually exceeding sales quotas while forecasting accurately and selling Cybersecurity solutions.
The role will be located in Bangalore.
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
- You have 5-10 years of experience successfully selling technology products and solutions to business
- You have a Bachelor’s degree, preferably in a technical discipline or equivalent experience
- You have 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
- You possess, at minimum, a fundamental understanding of security threats, solutions, and security tools.
- You have 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.
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.
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Regional Sales Manager (Cybersecurity, Sydney)
Field Sales
Australia
Summary
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.
The Position
OPSWAT is looking for a seasoned and technically strong Regional Sales Manager - BFSI – ANZ . The Regional Sales Manager’s primary role is to expand the footprint of OPSWAT’s customer base primarily via the recruitment and close management of a value-added channel ecosystem, while, in parallel, actively participate in customer-facing actions (from prospecting to opportunity creation, advancement, and closure) alongside channel partners.
Responsibilities of the Regional Sales Manager will include learning the OPSWAT technology, developing and executing a strategic account plan aimed at deploying our Cybersecurity platforms and solutions in the Public and BFSI Sector (State Government, Local councils, Universities, Banking, Insurance, Superannuation funds, Insurance and Legal) building relationships within a target account and with channel/SI partners; leveraging company resources and closing deals and celebrating successes. The position reports to the Regional Sales Director and will have daily interface /coordination/collaboration with Channel Manager, SDR and APAC Marketing. The ideal candidate will have a multi-year track record of consistently exceeding sales quotas, while accurately forecasting and selling cybersecurity solutions.
This position will be based in Sydney covering NSW, QLD, ACT Gov and NT.
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
- You have 7-10 years of experience successfully selling Cybersecuritytechnology products and solutions to enterprise business
- You have a bachelor’s degree and equivalent experience
- English skills: conversational skills are a plus
- You have 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
- You possess, at minimum, a fundamental understanding of security threats, solutions, and security tools.
- You have 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 can travel as necessary to your assigned accounts, and to Company meetings.
- Highly ethical and professional personal conduct.
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.
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Sales Account Manager
Corporate Sales
Israel
Summary
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.
The Position
OPSWAT is now searching for an Account Manager to create long-term, trusting relationships with our customers. The Account Manager’s role is to oversee a portfolio of assigned customers, develop new business from existing clients and actively seek new sales opportunities.
What You Will be Doing
- Serve as the lead point of contact for all customer account management matters
- Build and maintain strong, long-lasting client relationships
- Negotiate contracts and close agreements to maximize profits
- Develop trusted advisor relationships with key accounts, customer stakeholders and executive sponsors
- Ensure the timely and successful delivery of our solutions according to customer needs and objectives
- Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders
- Develop new business with existing clients and/or identify areas of improvement to meet sales quotas
- Forecast and track key account metrics (e.g. quarterly sales results and annual forecasts)
- Prepare reports on account status
- Collaborate with sales team to identify and grow opportunities within territory
- Assist with challenging client requests or issue escalations as needed
What We Need from You
- You have a minimum of 3 years successfully selling technology products and solutions to businesses.
- You have a bachelor's degree, preferably in a technical discipline or equivalent experience.
- You have a successful record of accomplishment managing enterprise accounts.
- You are comfortable working through structured retention cycles as well as developing and executing tailored account retention plans.
- You have an innate passion to learn. We are constantly seeking to better understand each client’s security position, needs, and strategies.
- You are a natural leader with a roll-up-the-sleeves mentality ready to help others and drive success throughout the entire sales organization. We never learn alone.
- You are an active listener 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 our products.
- You have the ability to set goals, prioritize tasks, and achieve success with minimal oversight.
- You keep your pipeline accurate, and your forecast updated for management.
- You possess a fundamental understanding of security threats, solutions, and security tools.
- You are 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.
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.
Apply for This Job
Solution Engineer
Solution Engineering
Israel
Summary
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.
The Position:
The Solutions Engineer will be the primary technical sales resource for our regional sales team and will assist in identifying customer challenges and driving technical alignment between customer needs and the OPSWAT solutions. You will serve as a product and industry expert, effectively describing and demonstrating our solution as well as promoting our vision and approach. You will be a trusted point of contact for our customers while advancing the sales process.
At the same time, you will be a liaison to the engineering team to drive the direction of the product. The ideal candidate will have previous work experience as a member of a corporate sales team and a career track record of supporting large and complex enterprise sales.
We are interested in candidates based in Israel with Hebrew as a primary language and English as secondary.
What You Will Be Doing:
- Work with the OPSWAT sales team as well as partners to drive Enterprise business
- Manage customer requirements, expectations, and solution buy-in
- Build customer’s confidence and awareness in our products/solutions
- Manage, deliver, and present detailed responses to industry RFPs
- Train and certify resellers and partners
- Present at Conferences and Seminars
- Support proof of concepts, implementations and installs as needed to successfully satisfy customer requirements
What We Need from You:
- 5+ years of cybersecurity or networking software sales engineering or technical sales experience
- Excellent track record in developing new business and meeting/exceeding sales targets
- Comfortable leading discussions within the cybersecurity domain to all customer levels (CISO to IT administrator)
- Strong presentation and application demo skills
- Experience installing and troubleshooting enterprise applications in Windows and Linux environments
- A self-motivator who thrives on identifying and resolving customer pain points.
It Would Be Nice If You Had:
- Experience in enterprise software or networking solutions, ideally within the network or device security space
- Knowledge of Sandbox and anti-malware products and markets
- A technical understanding of APIs
- Experience working with CRM software
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.
Apply for This Job
Solution Engineer
Solution Engineering
Poland
Summary
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.
The Position
The Solutions Engineer will be the primary technical sales resource for our Central Europe regional sales team and will assist in identifying customer challenges and driving technical alignment between customer needs and the OPSWAT solutions. You will serve as a product and industry expert, effectively describing and demonstrating our solution as well as promoting our vision and approach. You will be a trusted point of contact for our customers while advancing the sales process.
At the same time, you will be a liaison to the engineering team to drive the direction of the product. The ideal candidate will have previous work experience as a member of a corporate sales team and a career track record of supporting large and complex enterprise sales.
We are interested in candidates based in Poland or Germany with Polish or German as a primary language and English as secondary.
What You Will Be Doing
· Work with the OPSWAT sales team as well as partners to drive Enterprise business
· Manage customer requirements, expectations, and solution buy-in
· Build customer’s confidence and awareness in our products/solutions
· Manage, deliver, and present detailed responses to industry RFPs
· Train and certify resellers and partners
· Present at Conferences and Seminars
· Support proof of concepts, implementations and installs as needed to successfully satisfy customer requirements
What We Need From You
· 5+ years of cybersecurity or networking software sales engineering or technical sales experience
· Excellent track record in developing new business and meeting/exceeding sales targets
· Comfortable leading discussions within the cybersecurity domain to all customer levels (CISO to IT administrator)
· Strong presentation and application demo skills
· Experience installing and troubleshooting enterprise applications in Windows and Linux environments
· A self-motivator who thrives on identifying and resolving customer pain points.
It Would Be Nice If You Had
· Experience in enterprise software or networking solutions, ideally within the network or device security space
· Knowledge of Sandbox and anti-malware products and markets
· A technical understanding of APIs
· Experience working with CRM software
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.
Apply for This Job
Solution Engineering Manager
Solution Engineering
AMER - Remote
Summary
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.
The Position
As the Solution Engineering Manager for the Americas, you will lead a dynamic team of solution engineers, focusing on pre-sales, post-sales, and customer success across the Americas region. Your primary responsibility will be to drive technical leadership, strategy, and execution to ensure the successful adoption of OPSWAT’s cybersecurity solutions by our customers. You will work closely with sales leadership, product management, and R&D to influence product direction and ensure alignment with customer needs.
What You Will Be Doing
- Leadership & Team Development:
- Manage, mentor, and grow a high-performing team of solution engineers across the Americas.
- Foster a collaborative and innovative team environment, encouraging continuous learning and development.
- Technical Strategy & Execution:
- Develop and execute a regional technical strategy that aligns with OPSWAT’s global objectives.
- Partner with sales leadership to drive revenue growth by ensuring the technical team supports and enhances the sales process.
- Collaborate with product management to influence product development based on customer feedback and market trends.
- Customer Engagement:
- Engage with key customers and prospects to understand their technical requirements and business challenges.
- Lead technical discussions and presentations, demonstrating OPSWAT's value proposition and technical capabilities.
- Oversee the design and implementation of proof of concepts (PoCs) and pilot projects.
- Participate in regional and national events driving cybersecurity thought leadership.
- Stakeholder Collaboration:
- Work closely with sales, marketing, and customer success teams to align technical resources and initiatives with business goals.
- Collaborate with R&D to provide feedback on product features, functionalities, and enhancements.
- Market & Industry Awareness:
- Stay updated on the latest trends and developments in the cybersecurity industry, particularly related to critical infrastructure protection.
- Represent OPSWAT at industry events, conferences, and forums as a thought leader.
What We Need From You
- Minimum of 7 years of experience in solution engineering, pre-sales, or a related technical role within the cybersecurity industry.
- Proven experience in a leadership role, managing teams of solution engineers or technical consultants.
- Demonstrated success in driving technical strategy and aligning it with sales objectives.
- Deep understanding of cybersecurity technologies, particularly in areas such as threat prevention, secure file transfer, and critical infrastructure protection.
- Proficiency in cloud platforms (AWS, Azure, GCP) and on-premise environments.
- Strong knowledge of network security, data protection, and compliance standards.
- Excellent communication and presentation skills, with the ability to articulate complex technical concepts to both technical and non-technical audiences.
- Strong problem-solving skills and a customer-centric mindset.
- Ability to work effectively in a fast-paced, dynamic environment.
- Bachelor’s degree in Computer Science, Cybersecurity, or a related field. A master’s degree or relevant certifications (e.g., CISSP, CCSP) is a plus.
What We Offer
- Competitive salary and performance-based incentives.
- Comprehensive benefits package, including health, dental, and vision insurance.
- Opportunities for professional growth and development.
- A supportive and collaborative work environment.
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.
Apply for This Job
Solutions Engineer
Solution Engineering
AMER - Remote
Summary
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.
The Position
The Solutions Engineer will be the primary technical sales resource for our regional sales team and will assist in identifying customer challenges and driving technical alignment between customer needs and the OPSWAT solutions. You will serve as a product and industry expert, effectively describing and demonstrating our solution as well as promoting our vision and approach. You will be a trusted point of contact for our customers while advancing the sales process.
At the same time, you will be a liaison to the engineering team to drive the direction of the product. The ideal candidate will have previous work experience as a member of a corporate sales team and a career track record of supporting large and complex enterprise sales.
What You Will be Doing
- Work with the OPSWAT sales team as well as partners to drive Enterprise business
- Manage customer requirements, expectations, and solution buy-in
- Build customer’s confidence and awareness in our products/solutions
- Manage, deliver, and present detailed responses to industry RFPs
- Train and certify resellers and partners
- Present at Conferences and Seminars
- Support proof of concepts, implementations and installs as needed to successfully satisfy customer requirements
What We Need from You
- 5+ years of cybersecurity or networking software sales engineering or technical sales experience
- Excellent track record in developing new business and meeting/exceeding sales targets
- Comfortable leading discussions within the cybersecurity domain to all customer levels (CISO to IT administrator)
- Strong presentation and application demo skills
- Experience installing and troubleshooting enterprise applications in Windows and Linux environments
- A self-motivator who thrives on identifying and resolving customer pain points.
- Professional English language and second language is a plus.
It Would be Nice if You Had
- Experience in enterprise software or networking solutions, ideally within the network or device security space
- Knowledge of Sandbox and anti-malware products and markets
- A technical understanding of APIs
- Experience working with CRM software
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.
Apply for This Job
Vice President of Sales, Middle East and Africa (MEA)
Field Sales
United Arab Emirates
Summary
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.
The Position
The Vice President of Sales for the Middle East, Turkey and Africa (META) will lead OPSWAT’s sales strategy and execution across the region, driving revenue growth and market expansion for the company’s cutting-edge cybersecurity solutions. This senior leadership role is responsible for achieving ambitious sales targets, building strategic partnerships, and managing a high-performance sales team in a rapidly evolving cybersecurity landscape. The ideal candidate will possess deep expertise in IT/OT cybersecurity sales, a proven track record of success in the META region, and the ability to navigate complex sales cycles with government, enterprise, and critical infrastructure clients.
What You Will be Doing
Sales Strategy & Execution
- Develop and implement a comprehensive sales strategy for the META region to achieve and exceed revenue targets, aligning with OPSWAT’s global growth objectives.
- Identify and prioritize high-potential markets, verticals (e.g., energy, utilities, oil and gas, government, financial services), and customer segments within the META region.
- Drive the adoption of OPSWAT’s IT/OT cybersecurity solutions, including MetaDefender, MetaAccess, NetWall, and other platform offerings, through consultative and solution-based selling.
- Leverage market insights and competitive intelligence to position OPSWAT as the preferred cybersecurity provider in the region.
Team Leadership & Development
- Build, lead, and mentor a high-performing sales team across the META region, fostering a culture of accountability, collaboration, and excellence.
- Establish clear performance metrics, sales processes, and productivity goals to optimize team performance and ensure consistent achievement of quotas.
- Provide coaching and professional development to sales representatives, enhancing their technical knowledge of cybersecurity solutions and sales acumen.
- Collaborate with HR to recruit top-tier sales talent to support regional expansion.
Customer & Partner Engagement
- Cultivate and maintain strong relationships with key stakeholders, including C-level executives, government officials, and decision-makers in critical infrastructure sectors.
- Build and strengthen strategic partnerships with regional distributors, system integrators, resellers, and technology partners to enhance market reach and solution integration.
- Act as a trusted advisor to clients, understanding their unique IT/OT security challenges and tailoring OPSWAT’s solutions to meet their needs.
- Represent OPSWAT at industry events, trade shows (e.g., GISEC, GITEX), and conferences to enhance brand visibility and thought leadership in the region.
Revenue Growth & Pipeline Management
- Drive lead generation, opportunity development, and deal closure, utilizing organic and partner-driven strategies.
- Maintain a robust sales pipeline, leveraging CRM tools (e.g., Salesforce, Clari) and the MEDDPIC methodology to forecast accurately and manage sales cycles.
- Negotiate high-value contracts with enterprise and public sector clients, ensuring alignment with OPSWAT’s pricing and compliance standards.
- Monitor and report on sales performance, market trends, and competitive activities to senior leadership.
Regional Market Expansion
- Support OPSWAT’s expansion initiatives in key META markets, including Saudi Arabia, UAE, Turkey, and Africa, aligning with regional economic visions (e.g., Saudi Vision 2030).
- Develop go-to-market strategies for new products and services, collaborating with product management and marketing teams to ensure regional relevance.
- Ensure compliance with local regulations, data protection laws, and industry standards (e.g., SOC 2, ISO 27001) in all sales activities.
Cross-Functional Collaboration
- Partner with product management, engineering, and customer success teams to gather customer feedback and drive product enhancements that address regional needs.
- Work closely with marketing to develop region-specific campaigns, collateral, and thought leadership content to support sales efforts.
- Collaborate with global sales leadership to share best practices and align regional strategies with OPSWAT’s worldwide objectives.
What We Need From You
Education
- Bachelor’s degree in Business Administration, Marketing, or a related field; MBA or advanced degree preferred.
Experience
- Minimum of 10 years of sales experience in the cybersecurity, IT, or OT technology sector, with at least 5 years in a senior sales leadership role within the META region.
- Proven track record of achieving multimillion-dollar sales targets in enterprise and public sector markets, preferably with critical infrastructure clients.
- Extensive experience managing complex sales cycles, including government tenders and large-scale enterprise deals.
- Prior success in building and leading distributed sales teams across multiple countries in the META region.
- Strong understanding of IT/OT cybersecurity solutions, including zero-trust architectures, data sanitization, endpoint security, and secure file transfer.
- Proficiency in CRM platforms (e.g., Salesforce), sales forecasting, and MEDDPIC methodology.
- Familiarity with regional cybersecurity regulations and compliance standards (e.g., NCA in Saudi Arabia, GDPR equivalents).
Leadership & Soft Skills:
- Exceptional leadership and emotional intelligence, with the ability to motivate and inspire diverse teams.
- Outstanding communication, negotiation, and presentation skills, with fluency in English; proficiency in Arabic or other regional languages is a plus.
- Strategic thinker with strong analytical skills and the ability to translate market insights into actionable plans.
- Customer-centric mindset with a passion for solving complex security challenges.
Travel
- Willingness to travel extensively across the META region (up to 50%) to meet clients, partners, and attend industry events.
Preferred Qualifications
- Established network of relationships with government agencies, critical infrastructure organizations, and technology partners in the MEA region.
- Experience working with or selling to ministries, military institutions, or intelligence agencies.
- Prior experience in a pre-IPO or high-growth technology company.
- Knowledge of regional economic diversification initiatives (e.g., Saudi Vision 2030, UAE Vision 2021) and their impact on cybersecurity investments.
Compensation & Benefits
- Competitive base salary with performance-based incentives and equity opportunities, commensurate with experience.
- Comprehensive benefits package.
- Opportunities for global career advancement within a rapidly scaling, pre-IPO cybersecurity leader.
- Access to OPSWAT Academy for continuous learning and cybersecurity certifications.
- Dynamic, inclusive work environment with a focus on diversity, collaboration, and innovation.
Why Join OPSWAT?
As the Vice President of Sales for META, you will play a pivotal role in protecting the world’s critical infrastructure while driving OPSWAT’s growth in one of the fastest-growing cybersecurity markets. Join a passionate, innovative team that values diversity, teamwork, and doing the right thing. With cutting-edge technology, a supportive culture, and the opportunity to make a global impact, OPSWAT is the ideal place to elevate your career.
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.
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VP of Sales Enablement
Corporate Sales
United Kingdom
Summary
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.
A Note from Me
I don’t usually write job descriptions myself, but I’m writing this one because I care about it deeply.
We’ve built something powerful at OPSWAT, a platform that protects critical infrastructure across the globe. We have products, technologies and training academy to make this vision come true. But as we scale, what we really need now is someone who can help us enable our sellers and partners the right way. We have 100+ salespeople across 20+ countries, and we’re only growing. I want someone who can step in and help us turn enablement into a real competitive advantage.
This role is more than sales training. It's about building clarity, trust, and confidence across a team that sells something deeply technical to some of the most security-conscious customers in the world. Like manufacturing, nuclear facility, defense, governments, water plants, It's about making sure everyone from a new hire in Japan to a channel partner in Germany understands how to tell our story, build proposals that win, and onboard quickly without friction.
You’ll work closely with James or Chris (depending on where this ultimately lands), but I’ll stay closely involved. This one matters to me.
What You’ll Own
- Onboarding: Build a program that cuts ramp time in half
- Sales playbook: Own the messaging, assets, and process around how we win
- Proposal generation: Help us become world-class here fast, clean, persuasive
- Channel enablement: Give our partners the tools and confidence to win with us
- Collaboration: Work closely with our instructional design and creative teams
- Field-readiness: Make sure what we build actually works in real deals
- Tools: Partner with sales ops, IT, and marketing to streamline systems
- Feedback: Keep your ear to the ground on what’s working, what’s not, what we need to fix fast
- Training: partner with the training team to put the right training in place
- Sales Leadership: partner with HR to equip our sales leaders to drive performance, coach effectively and scale high impact teams.
Who You Are
- You have done this before at a fast-moving, global company
- You have worked with direct sellers and partners
- You understand how to lead strategically but also get in the weeds; I will need to see clear evidence of this.
- You’re clear, fast, practical, and real - you know how to make things that people actually use.
- You genuinely enjoy helping others succeed you care about how sellers grow
- You have high standards, but you’re not stuck on theory you care about what works
Why This Role Matters
This isn’t just an enablement role; it’s a core part of how we scale. You’ll influence how deals get done, how fast reps get up to speed, and how confident our partners are in taking us to market. You’ll make a difference across every country we operate in, and you will work with a group of leaders who move fast, care deeply, and are ready to build with you.
If this sounds like you, or close to you, I’d love to meet you. Let's build something great together.
Benny
CEO & Founder, OPSWAT
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.
Apply for This Job
Summary
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.
The Position
The Commercial Account Manager role is responsible for managing client retention cycles, working with Account Executives to execute account growth plans, and collaborate with CSM to maintain high levels of client satisfaction. This position will be located at the OPSWAT Global headquarters in Tampa Florida. Your responsibilities will include the development and implementation of account retention and expansion plans to secure and grow deployments of our MetaDefender platform. You will build the right relationships inside your accounts, know how to leverage company resources to the fullest, and negotiate and close retention and growth opportunities. You will work closely with the territory Account Executives to uncover and collaborate on growth opportunities within your accounts. The ideal candidate will have previous experience as a member of a collaborative sales team, a track record of exceeding sales quotas, and a knack for learning technology.
This position is onsite, Monday - Friday, in our Corporate office in San Francisco, CA; hybrid or remote work is not offered for this position.
What You Will Be Doing
- Support in building and executing account retention plans for assigned accounts to reach retention goals.
- Understand each client's current value propositions and be able to speak intimately about their current and future needs and requirements.
- Develop trusted relationships with clients to protect ongoing revenue streams.
- Leverage Solution Engineers and Customer Success to coordinate regular account reviews with clients and provide strategies to maximize ROI.
- Effectively articulate financial ROI/TCO value and build value throughout the renewal negotiation process.
- Maintain extensive and accurate account and opportunity level detail in Salesforce CRM, including account retention plans, client engagement activities, sales inhibitors, etc.
- Leverage all cross-functional resources to achieve your retention quotas: including Executive leadership, Account Executives, Solution Engineers, Customer Success, Field and Event Marketing, Sales Operations, and others.
- Forecast and report revenue projections to management and deliver a predictable pipeline to drive forecast accuracy.
- Overachieve on annual quota, measured quarterly.
What We Need From You
- 1 - 2 years successfully selling technology products and solutions in a B2B environment.
- A bachelor's degree, preferably in a business or technical discipline OR equivalent experience.
- A successful record of accomplishments managing client accounts.
- You are comfortable working through structured retention cycles as well as working with Account Executives to develop and execute tailored account retention plans.
- You have an innate passion to learn. We are constantly seeking to better understand each client’s security position, needs, and strategies.
- A roll-up-the-sleeves mentality ready to help others and drive success throughout the entire sales organization. We never learn alone.
- An active listener and have excellent presentation skills. You can effectively communicate with both technology users and senior business executives and are comfortable articulating the technical and business value of the MetaDefender platform.
- Ability to set goals, prioritize tasks, and achieve success with minimal oversight.
- Accurately maintain your pipeline and provide updated forecast to management.
- Ideally, someone who possesses a fundamental understanding of security threats, solutions, and security tools.
- Highly competitive, can ramp quickly, are extremely adaptive, and pride yourself on exceeding sales goals.
- Able to travel as necessary to your assigned accounts, and to company meetings.
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.
Summary
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.
The Position
You will work closely with our VP of Global OEM Sales, gaining hands-on experience in creating and driving OEM partnerships with top-tier technology companies. This role is designed to equip you with the skills needed to succeed in sales and business development while leveraging your technical knowledge and business acumen while collaborating with prospective partners.
What You Will Be Doing
- In a true hunter sales role, actively pursue and secure new business opportunities to drive revenue growth.
- Develop a deep understanding of target accounts and present well-articulated value propositions to establish OEM partnerships.
- Focus on key areas such as endpoint security controls, file security applications and threat detection/prevention.
- Identify and secure opportunities with technology OEMs, including SASE/ZTNA, DEX, EPS vendors, cloud/email service providers, RMMs, MSPs, and Telcos.
- Collaborate with other team members and departments such as R&D, Accounting, Product Management, and Legal to achieve sales targets and overall success.
What We Need From You
- Recent MBA graduate (within the last 5 years) or 5-7 years of software OEM sales experience in the IT industry, with a strong preference for experience in security, cloud, and endpoint solutions.
- Hunter mentality with the ability to generate leads organically through research and outreach
- Bachelor’s degree in computer science, electrical engineering, or a related field.
- Self-starter with excellent project management skills in a fast-paced environment.
- Demonstrated technical aptitude in enterprise solutions (preference for cybersecurity), with strong communication and interpersonal skills.
- Organized and strategic thinker with the ability to articulate compelling value propositions.
Why You Will Love Working at OPSWAT
You'll be joining a highly successful OEM team that provides a fun and engaging culture with career growth opportunities based on your performance. We offer a competitive compensation package split between base salary and commission, along with accelerators for top performers. Our comprehensive benefits include health, dental, and vision insurance, generous PTO, 401K matching, and more!
Join us at OPSWAT, where you can grow your career and make a substantial impact in the Critical Infrastructure Protection industry.
We have a market-based pay structure that varies by location. The base pay for this position is dependent on location, as outlined below, as well as the candidate's knowledge, skills, and experience. In addition to base pay, this role is eligible for bonuses, benefits, and equity.
Base Pay Range: San Francisco Bay Area - $90,000 - $130,000.
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.
Summary
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.
The Position
Based in Australia, this role will report to the RSD for ANZ.
This role is focused on growth of sales and revenue by developing and executing a go to market strategy with our channel partners. This role requires a clear alignment of partner strategies with our broader business goals. You'll need to know OPSWAT’s products inside and out, have sharp sales skills, diligently execute partner business plans, and successfully implement partner-led initiatives and co-sell strategies. You'll manage a mix of regional and/or global partners, utilizing our distribution network to boost overall territory partner contribution and partner-sourced revenue.
The Channel Account Manager will work closely with the region’s sales leadership team and key stakeholders to support our customer adoption through OPSWAT Partners. The ideal candidate will have strong existing channel partner sales experience and a close network of partner relationships – ideally decision makers within partner organizations.
Key performance indicators include achieving or exceeding partner sales goals - overall partners business revenue and partner sourced revenue - through partners assigned to your sales segment territory tied to Sales Leaders Account Executives within the segment.
Travel will be required according to the demand to support partner development, partner enablement, customer meetings, partner governance and pipeline generation activities as needed.
What You Will be Doing
- Driving Partner Sales - Accelerate regional revenue through both partner-led sales and co-sell initiatives with assigned partners, including distribution partners for ANZ.
- Pipeline Management: Proactively identify, cultivate, and advance qualified partner pipelines throughout the sales cycle.
- Co-sell Execution: Collaborate with partners to develop and implement go-to-market strategies, solution offerings, and joint execution with OPSWAT’s ANZ sales teams.
- Strategic Planning: Work closely with internal sales leadership and peer leadership teams to align strategies and initiatives. Develop and execute partner plans, growth, and acquisition strategies to expand into new verticals and territories.
- Relationship Development: Cultivate strong relationships with partner organizations' sales, presales, and technical teams, as well as key decision-makers and influencers.
- Partner Practice Development: Collaborate with relevant OPSWAT functions to develop robust partner practice capabilities, including Partner Sales Enablement Plans.
- Performance Cadence: Lead business and quarterly planning/review sessions, serving as a key stakeholder and providing regular updates on channel performance to the leadership team.
What We Need from You
- 5+ years’ experience working with Channel and/or Distribution Partners.
- Excellent presentation and interpersonal communication skills (verbal and written) with strong executive presence.
- Experience working in the Technology sector with Network and/or security vendor experience.
- Excellent verbal and written communication skills.
- Desirable experience: quota carrying enterprise software sales experience.
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.
Summary
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.
The Position
OPSWAT is looking for an experienced Channel Manager, United Arab Emirates to assist in the execution of OPSWAT’s strategic channel expansion. The Channel Manager’s primary role is to steward the Global Channels Strategy in the assigned territory, by means of assisting in the mapping, recruitment, enablement, and management of an expanding channel ecosystem. This is a very dynamic role, covering operational aspects of relationships with channel partners, as well as strategic ones. Ultimately, the objective is to scale OPSWAT’s value-added channel and foster exponential productivity and growth.
The position reports to the VP Global Channels and will have daily interfacing, alignment, collaboration, direction with and from the META VP Sales and the Regional Sales Managers. The ideal candidate will have multiple years of continually exceeding sales quotas by means of having recruited, enabled, and managed a value-added channel focused on Enterprise-type IT/OT security and SaaS sales opportunities.
This position is based in Dubai and will primarily cover the United Arab Emirates territory (may include coverage of other GCC countries).
What You Will Be Doing
- Building and scaling a channel ecosystem (and, as a result, a customer base) for new business within the assigned territory; successful channel prospecting methods should be second nature to you
- Under direction of (and in conjunction with) your manager, execute the various steps of channel partner onboarding, enablement, and business planning (sales/demand gen)
- In close collaboration with the related Regional Sales Manager, ensure that the Sales portion of Business Planning is being executed on a continuous basis by the channel partner (ie, account mapping, pipeline creation, opportunity management, forecasting)
- Respond to inbound channel leads and appropriately manage them according to direction provided by your manager.
- Be a primary POC for channel partners in the territory for all tactical/operational aspects (ex., access to Channel Partner Portal, OPSWAT Academy, resources, etc).
- Develop thought leadership and a trusted advisory relationship with your partners, customers and prospects.
- Assist partners in developing and executing sales strategies and tactics to sell OPSWAT products, solutions, and services to exceed your sales quotas.
- Communicate value propositions to partners and customers that speak intimately to their needs and requirements.
- Maintain extensive account and opportunity detail in Salesforce CRM, including account business plans, customer touch points, sales inhibitors, etc.
- Forecast and report revenue projections accurately to management.
- Overachieve on annual quota, measured quarterly.
- Exude excellence while constantly being fanatical about delighting our customers and promoting our products.
- Be a constant expert in cyber-security and use this knowledge to plan for the future – you love to learn and grow.
What We Need From You
- Bachelor’s degree or equivalent experience.
- 7 – 10 years Channel and Business Development experience with at least 5 years of security and/or enterprise software sales (extra points for experience selling cyber security solutions for larger companies).
- Professional proficiency in English and local languages as needed.
- Can demonstrate consistent quota attainment track record selling complex-solutions to enterprise customers by means of mapping, recruiting, enabling, and managing a highly-productive channel partner ecosystem.
- Technical familiarity with cyber security products and operating systems, ability to comfortably articulate technology and value proposition to solution users as well as C-level executives.
- Highly accurate pipeline management and forecasting expertise via channels.
- Excellent time management skills, and work with high levels of autonomy and self-direction.
- Self-motivated with a winning attitude, highly competitive, ramp quickly, are extremely adaptive, and pride on exceeding sales goals
- Ability to travel as necessary to your assigned channel partners and/or customers, and to Company meetings.
- Highly ethical and professional personal conduct.
- Team player.
- Excellent communicator.
It Would Be Nice If You Had:
- Technical experience in enterprise or application software or networking solutions, ideally in the network or device security market.
- Knowledge of sandbox and anti-malware products and markets.
- Technical familiarity and understanding of APIs.
- Background in software development, IT/IS administration, or CIS.
- Professional fluency in additional languages.
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.
Summary
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.
The Position
The KSA Enterprise Account Manager is a significant driver of Company revenue and growth in the META region. This position is remote and will be located in Riyadh, KSA. Your responsibilities will include developing and implementing strategic account plans targeting deployments of our Metadefender and MetaAccess Security platforms. 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 hunt for new business opportunities that leverage high-value use cases in key verticals.
- In close partnership with your Solutions Engineer, develop and execute sales strategies and tactics to sell OPSWAT products, solutions, and services to exceed your sales targets.
- Communicate value propositions to clients that speak intimately to their needs and requirements.
- Utilize client-centric, solutions-oriented selling strategies and a hunter’s mentality to identify, qualify, and convert enterprise sales.
- Effectively articulate financial ROI/TCO value, and build value throughout the negotiation process.
- Maintain extensive and accurate account and opportunity detail in Salesforce CRM, including account win plans, customer touch points, sales inhibitors, etc.
- Leverage all cross-functional resources to achieve your quota: Executive management, Inside Sales Development, Customer Success, Field and Event Marketing, Sales Operations, and others.
- Forecast and report revenue projections to manage and deliver a predictable pipeline to drive forecast accuracy.
- Overachieve on annual quota, measured quarterly.
What We Need From You
- A minimum of 7 years of successfully selling technology products and solutions to businesses.
- Saudi nationals are preferred.
- Excellent of vendor management in Government/Public sector.
- Bachelor’s degree, preferably in a technical discipline or equivalent experience.
- Successful track record selling complex solutions directly to enterprise customers.
- You’re persuasive and have excellent negotiation and presentation skills. You can effectively communicate with technology-oriented and senior business executives at the “C” level and are comfortable articulating the technical and business value of the Metadefender platform.
- Your work is a mix of strategic and proactive account activity, and you have a demonstrated ability to uncover, qualify, develop, and close 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 incredibly adaptive, and pride yourself on exceeding sales goals.
- Ability to travel as necessary to your assigned accounts and Company meetings.
- Highly ethical and professional personal conduct.
- Must be fluent in both English and Arabic.
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.
Summary
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.
The Position
We are looking for an experienced and results-oriented Channel Account Manager with a minimum of 5 years of demonstrated success in channel sales and partner management, specifically within the federal sector. In this role, you will be responsible for developing and executing a strategic plan to enhance our partner ecosystem, drive sales growth, and strengthen relationships with existing federal partners. A strong understanding of channel sales strategies, excellent communication skills, and the ability to collaborate across departments are essential for achieving our business objectives. If you are passionate about building and managing successful partner relationships, we encourage you to apply and contribute to our mission.
Qualified candidates must reside in the DC metro area and be a US Citizen with the ability to obtain a security clearance in the future.
What You Will Be Doing
Channel Strategy Development and Execution
- Formulate and implement a robust channel sales strategy aimed at meeting or exceeding revenue targets within the federal sector.
- Identify, recruit, and onboard capable focused channel partners to broaden the partner ecosystem.
- Create and manage comprehensive partner business plans, including sales targets, marketing initiatives, contract vehicle availability, and collaborative projects.
Partner Relationship Management
- Build and maintain strong, long-lasting relationships with key federal partners.
- Serve as the primary point of contact for channel partners, addressing concerns and providing ongoing support.
- Conduct regular business reviews with partners to evaluate performance, identify growth opportunities, and align strategic goals.
Sales Enablement
- Equip partners with the necessary training, tools, and resources to effectively sell our products and solutions in the federal market.
- Develop and deliver engaging sales presentations, product demonstrations, and training sessions tailored for partners.
- Maintain a library of sales and marketing collateral to support partner activities.
Performance Monitoring and Reporting
- Track partner sales performance, analyzing key metrics and KPIs to identify trends and areas for improvement.
- Prepare regular performance reports for senior management, offering insights and recommendations.
- Collaboration and Cross-Functional Support
- Collaborate closely with marketing, product management, and customer support teams to align channel strategies with overall business objectives.
- Participate in the creation of channel marketing programs and campaigns aimed at driving partner engagement and sales.
- Provide valuable feedback to internal teams regarding partner needs, market trends, and competitive intelligence.
Market Expansion
- Identify and explore new market opportunities and segments for channel growth within the federal sector.
- Develop strategies to penetrate new markets and increase market share through channel partners.
What We Need From You
- Bachelor’s degree in Business, Marketing, or a related field; MBA is a plus.
- US Citizenship.
- Minimum of 5 years of experience in channel sales or partner management within the Federal sector, particularly within Cyber Security (IT and OT); experience with Global System Integrators (GSIs) is a plus.
- Proven track record of achieving sales targets and driving revenue growth through channel partners.
- Strong understanding of channel sales strategies, partner ecosystems, and market dynamics within the federal landscape.
- Excellent communication, negotiation, and relationship-building skills.
- Ability to work independently and collaboratively in a fast-paced, dynamic environment.
- Proficiency in Salesforce and other sales tools.
- Willingness to travel up to 50%.
What We Offer
- Competitive salary and performance-based incentives.
- Comprehensive benefits package, including health, dental, and vision insurance.
- Opportunities for professional growth and development.
- A supportive and collaborative work environment.
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.
Summary
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.
The Position:
The Sales Engineer will be the primary technical sales resource for our APAC regional sales team and will assist in identifying customer challenges and driving technical alignment between customer or partner needs and the OPSWAT solutions. You will work with enterprise and government sector customers. You will serve as a product and industry expert, effectively describing and demonstrating our solution as well as promoting our vision and approach. You will be a trusted point of contact for our customers and partners while advancing the sales process.
You will be required to periodically train partners to be proficient in selling and supporting our products and provide technical assistance when needed by partners to close deals.
At the same time, you will be a liaison to the engineering team to drive the direction of the product. The ideal candidate should have previous work experience as a member of a corporate sales team and a career track record of supporting cybersecurity products and relevant technology forlarge and complex enterprises.
We are interested in candidates based in Bangalore, Indiawith English as a primary or secondary language.
What You Will Be Doing:
- Works with the OPSWAT sales team as well as partners to drive Enterprise business
- Manage partner/customer requirements, expectations, and solution buy-in
- Build partner/customer’s confidence and awareness in our products/solutions
- Manage, deliver and present detailed responses to industry RFPs
- Train and certify resellers and partners
- Present at Conferences and Seminars
- Support proof of concepts, implementations, and installs as needed to successfully satisfy customer requirements
What We Need from You:
- 8+ years of cybersecurity or networking software sales engineering or technical sales experience
- Excellent track record in developing new business and explaining technology and product to customers/partners
- Comfortable leading discussions within the cybersecurity domain to all customer levels (CISO to IT administrator)
- Strong presentation and application demo skills
- Experience installing and troubleshooting cybersecurity or network security solutions in Windows or Linux environments
- A self-motivator who thrives on identifying and resolving customer pain points
- Passionate in cybersecurity and always keeping up to date with technology advancement
- Experienced AWS/Azure/GCP administrator
It Would Be Nice If You Had:
- Working experience with Dockers, Kubernetes, Terraform or HELM charts
- Knowledge of Sandbox and malware analysis
- A technical understanding of APIs
- Experience with ICSenvironments and OT cybersecurity products
- Experience with Dev-Ops
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.
Summary
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.
The Position
Responsibilities of the Regional Sales Manager will include: learning the OPSWAT technology; developing and implementation of a strategic account plans targeting deployments of our Cybersecurity platforms and solutions to Government (local and central) and the Security Services sectors which includes military, defense, intelligence & police; building relationships inside a target account and with Channel/SI Partners; leveraging company resources; and closing business and celebrating success. The ideal candidate will have multiple years of continually exceeding sales quotas while forecasting accurately and selling Cybersecurity solutions.
The role will be located in Mumbai.
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
- You have 5-10 years of experience successfully selling technology products and solutions to business
- You have a Bachelor’s degree, preferably in a technical discipline or equivalent experience
- You have 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
- You possess, at minimum, a fundamental understanding of security threats, solutions, and security tools.
- You have 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.
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.
Summary
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.
The Position
Responsibilities of the Regional Sales Manager will include: learning the OPSWAT technology; developing and implementation of a strategic account plans targeting deployments of our Cybersecurity platforms and solutions to Government (local and central); leveraging company resources; and closing business and celebrating success. The ideal candidate will have multiple years of continually exceeding sales quotas while forecasting accurately and selling Cybersecurity solutions.
The role will be located in Bangalore.
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
- You have 5-10 years of experience successfully selling technology products and solutions to business
- You have a Bachelor’s degree, preferably in a technical discipline or equivalent experience
- You have 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
- You possess, at minimum, a fundamental understanding of security threats, solutions, and security tools.
- You have 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.
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.
Summary
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.
The Position
OPSWAT is looking for a seasoned and technically strong Regional Sales Manager - BFSI – ANZ . The Regional Sales Manager’s primary role is to expand the footprint of OPSWAT’s customer base primarily via the recruitment and close management of a value-added channel ecosystem, while, in parallel, actively participate in customer-facing actions (from prospecting to opportunity creation, advancement, and closure) alongside channel partners.
Responsibilities of the Regional Sales Manager will include learning the OPSWAT technology, developing and executing a strategic account plan aimed at deploying our Cybersecurity platforms and solutions in the Public and BFSI Sector (State Government, Local councils, Universities, Banking, Insurance, Superannuation funds, Insurance and Legal) building relationships within a target account and with channel/SI partners; leveraging company resources and closing deals and celebrating successes. The position reports to the Regional Sales Director and will have daily interface /coordination/collaboration with Channel Manager, SDR and APAC Marketing. The ideal candidate will have a multi-year track record of consistently exceeding sales quotas, while accurately forecasting and selling cybersecurity solutions.
This position will be based in Sydney covering NSW, QLD, ACT Gov and NT.
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
- You have 7-10 years of experience successfully selling Cybersecuritytechnology products and solutions to enterprise business
- You have a bachelor’s degree and equivalent experience
- English skills: conversational skills are a plus
- You have 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
- You possess, at minimum, a fundamental understanding of security threats, solutions, and security tools.
- You have 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 can travel as necessary to your assigned accounts, and to Company meetings.
- Highly ethical and professional personal conduct.
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.
Summary
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.
The Position
OPSWAT is now searching for an Account Manager to create long-term, trusting relationships with our customers. The Account Manager’s role is to oversee a portfolio of assigned customers, develop new business from existing clients and actively seek new sales opportunities.
What You Will be Doing
- Serve as the lead point of contact for all customer account management matters
- Build and maintain strong, long-lasting client relationships
- Negotiate contracts and close agreements to maximize profits
- Develop trusted advisor relationships with key accounts, customer stakeholders and executive sponsors
- Ensure the timely and successful delivery of our solutions according to customer needs and objectives
- Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders
- Develop new business with existing clients and/or identify areas of improvement to meet sales quotas
- Forecast and track key account metrics (e.g. quarterly sales results and annual forecasts)
- Prepare reports on account status
- Collaborate with sales team to identify and grow opportunities within territory
- Assist with challenging client requests or issue escalations as needed
What We Need from You
- You have a minimum of 3 years successfully selling technology products and solutions to businesses.
- You have a bachelor's degree, preferably in a technical discipline or equivalent experience.
- You have a successful record of accomplishment managing enterprise accounts.
- You are comfortable working through structured retention cycles as well as developing and executing tailored account retention plans.
- You have an innate passion to learn. We are constantly seeking to better understand each client’s security position, needs, and strategies.
- You are a natural leader with a roll-up-the-sleeves mentality ready to help others and drive success throughout the entire sales organization. We never learn alone.
- You are an active listener 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 our products.
- You have the ability to set goals, prioritize tasks, and achieve success with minimal oversight.
- You keep your pipeline accurate, and your forecast updated for management.
- You possess a fundamental understanding of security threats, solutions, and security tools.
- You are 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.
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.
Summary
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.
The Position:
The Solutions Engineer will be the primary technical sales resource for our regional sales team and will assist in identifying customer challenges and driving technical alignment between customer needs and the OPSWAT solutions. You will serve as a product and industry expert, effectively describing and demonstrating our solution as well as promoting our vision and approach. You will be a trusted point of contact for our customers while advancing the sales process.
At the same time, you will be a liaison to the engineering team to drive the direction of the product. The ideal candidate will have previous work experience as a member of a corporate sales team and a career track record of supporting large and complex enterprise sales.
We are interested in candidates based in Israel with Hebrew as a primary language and English as secondary.
What You Will Be Doing:
- Work with the OPSWAT sales team as well as partners to drive Enterprise business
- Manage customer requirements, expectations, and solution buy-in
- Build customer’s confidence and awareness in our products/solutions
- Manage, deliver, and present detailed responses to industry RFPs
- Train and certify resellers and partners
- Present at Conferences and Seminars
- Support proof of concepts, implementations and installs as needed to successfully satisfy customer requirements
What We Need from You:
- 5+ years of cybersecurity or networking software sales engineering or technical sales experience
- Excellent track record in developing new business and meeting/exceeding sales targets
- Comfortable leading discussions within the cybersecurity domain to all customer levels (CISO to IT administrator)
- Strong presentation and application demo skills
- Experience installing and troubleshooting enterprise applications in Windows and Linux environments
- A self-motivator who thrives on identifying and resolving customer pain points.
It Would Be Nice If You Had:
- Experience in enterprise software or networking solutions, ideally within the network or device security space
- Knowledge of Sandbox and anti-malware products and markets
- A technical understanding of APIs
- Experience working with CRM software
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.
Summary
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.
The Position
The Solutions Engineer will be the primary technical sales resource for our Central Europe regional sales team and will assist in identifying customer challenges and driving technical alignment between customer needs and the OPSWAT solutions. You will serve as a product and industry expert, effectively describing and demonstrating our solution as well as promoting our vision and approach. You will be a trusted point of contact for our customers while advancing the sales process.
At the same time, you will be a liaison to the engineering team to drive the direction of the product. The ideal candidate will have previous work experience as a member of a corporate sales team and a career track record of supporting large and complex enterprise sales.
We are interested in candidates based in Poland or Germany with Polish or German as a primary language and English as secondary.
What You Will Be Doing
· Work with the OPSWAT sales team as well as partners to drive Enterprise business
· Manage customer requirements, expectations, and solution buy-in
· Build customer’s confidence and awareness in our products/solutions
· Manage, deliver, and present detailed responses to industry RFPs
· Train and certify resellers and partners
· Present at Conferences and Seminars
· Support proof of concepts, implementations and installs as needed to successfully satisfy customer requirements
What We Need From You
· 5+ years of cybersecurity or networking software sales engineering or technical sales experience
· Excellent track record in developing new business and meeting/exceeding sales targets
· Comfortable leading discussions within the cybersecurity domain to all customer levels (CISO to IT administrator)
· Strong presentation and application demo skills
· Experience installing and troubleshooting enterprise applications in Windows and Linux environments
· A self-motivator who thrives on identifying and resolving customer pain points.
It Would Be Nice If You Had
· Experience in enterprise software or networking solutions, ideally within the network or device security space
· Knowledge of Sandbox and anti-malware products and markets
· A technical understanding of APIs
· Experience working with CRM software
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.
Summary
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.
The Position
As the Solution Engineering Manager for the Americas, you will lead a dynamic team of solution engineers, focusing on pre-sales, post-sales, and customer success across the Americas region. Your primary responsibility will be to drive technical leadership, strategy, and execution to ensure the successful adoption of OPSWAT’s cybersecurity solutions by our customers. You will work closely with sales leadership, product management, and R&D to influence product direction and ensure alignment with customer needs.
What You Will Be Doing
- Leadership & Team Development:
- Manage, mentor, and grow a high-performing team of solution engineers across the Americas.
- Foster a collaborative and innovative team environment, encouraging continuous learning and development.
- Technical Strategy & Execution:
- Develop and execute a regional technical strategy that aligns with OPSWAT’s global objectives.
- Partner with sales leadership to drive revenue growth by ensuring the technical team supports and enhances the sales process.
- Collaborate with product management to influence product development based on customer feedback and market trends.
- Customer Engagement:
- Engage with key customers and prospects to understand their technical requirements and business challenges.
- Lead technical discussions and presentations, demonstrating OPSWAT's value proposition and technical capabilities.
- Oversee the design and implementation of proof of concepts (PoCs) and pilot projects.
- Participate in regional and national events driving cybersecurity thought leadership.
- Stakeholder Collaboration:
- Work closely with sales, marketing, and customer success teams to align technical resources and initiatives with business goals.
- Collaborate with R&D to provide feedback on product features, functionalities, and enhancements.
- Market & Industry Awareness:
- Stay updated on the latest trends and developments in the cybersecurity industry, particularly related to critical infrastructure protection.
- Represent OPSWAT at industry events, conferences, and forums as a thought leader.
What We Need From You
- Minimum of 7 years of experience in solution engineering, pre-sales, or a related technical role within the cybersecurity industry.
- Proven experience in a leadership role, managing teams of solution engineers or technical consultants.
- Demonstrated success in driving technical strategy and aligning it with sales objectives.
- Deep understanding of cybersecurity technologies, particularly in areas such as threat prevention, secure file transfer, and critical infrastructure protection.
- Proficiency in cloud platforms (AWS, Azure, GCP) and on-premise environments.
- Strong knowledge of network security, data protection, and compliance standards.
- Excellent communication and presentation skills, with the ability to articulate complex technical concepts to both technical and non-technical audiences.
- Strong problem-solving skills and a customer-centric mindset.
- Ability to work effectively in a fast-paced, dynamic environment.
- Bachelor’s degree in Computer Science, Cybersecurity, or a related field. A master’s degree or relevant certifications (e.g., CISSP, CCSP) is a plus.
What We Offer
- Competitive salary and performance-based incentives.
- Comprehensive benefits package, including health, dental, and vision insurance.
- Opportunities for professional growth and development.
- A supportive and collaborative work environment.
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.
Summary
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.
The Position
The Solutions Engineer will be the primary technical sales resource for our regional sales team and will assist in identifying customer challenges and driving technical alignment between customer needs and the OPSWAT solutions. You will serve as a product and industry expert, effectively describing and demonstrating our solution as well as promoting our vision and approach. You will be a trusted point of contact for our customers while advancing the sales process.
At the same time, you will be a liaison to the engineering team to drive the direction of the product. The ideal candidate will have previous work experience as a member of a corporate sales team and a career track record of supporting large and complex enterprise sales.
What You Will be Doing
- Work with the OPSWAT sales team as well as partners to drive Enterprise business
- Manage customer requirements, expectations, and solution buy-in
- Build customer’s confidence and awareness in our products/solutions
- Manage, deliver, and present detailed responses to industry RFPs
- Train and certify resellers and partners
- Present at Conferences and Seminars
- Support proof of concepts, implementations and installs as needed to successfully satisfy customer requirements
What We Need from You
- 5+ years of cybersecurity or networking software sales engineering or technical sales experience
- Excellent track record in developing new business and meeting/exceeding sales targets
- Comfortable leading discussions within the cybersecurity domain to all customer levels (CISO to IT administrator)
- Strong presentation and application demo skills
- Experience installing and troubleshooting enterprise applications in Windows and Linux environments
- A self-motivator who thrives on identifying and resolving customer pain points.
- Professional English language and second language is a plus.
It Would be Nice if You Had
- Experience in enterprise software or networking solutions, ideally within the network or device security space
- Knowledge of Sandbox and anti-malware products and markets
- A technical understanding of APIs
- Experience working with CRM software
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.
Summary
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.
The Position
The Vice President of Sales for the Middle East, Turkey and Africa (META) will lead OPSWAT’s sales strategy and execution across the region, driving revenue growth and market expansion for the company’s cutting-edge cybersecurity solutions. This senior leadership role is responsible for achieving ambitious sales targets, building strategic partnerships, and managing a high-performance sales team in a rapidly evolving cybersecurity landscape. The ideal candidate will possess deep expertise in IT/OT cybersecurity sales, a proven track record of success in the META region, and the ability to navigate complex sales cycles with government, enterprise, and critical infrastructure clients.
What You Will be Doing
Sales Strategy & Execution
- Develop and implement a comprehensive sales strategy for the META region to achieve and exceed revenue targets, aligning with OPSWAT’s global growth objectives.
- Identify and prioritize high-potential markets, verticals (e.g., energy, utilities, oil and gas, government, financial services), and customer segments within the META region.
- Drive the adoption of OPSWAT’s IT/OT cybersecurity solutions, including MetaDefender, MetaAccess, NetWall, and other platform offerings, through consultative and solution-based selling.
- Leverage market insights and competitive intelligence to position OPSWAT as the preferred cybersecurity provider in the region.
Team Leadership & Development
- Build, lead, and mentor a high-performing sales team across the META region, fostering a culture of accountability, collaboration, and excellence.
- Establish clear performance metrics, sales processes, and productivity goals to optimize team performance and ensure consistent achievement of quotas.
- Provide coaching and professional development to sales representatives, enhancing their technical knowledge of cybersecurity solutions and sales acumen.
- Collaborate with HR to recruit top-tier sales talent to support regional expansion.
Customer & Partner Engagement
- Cultivate and maintain strong relationships with key stakeholders, including C-level executives, government officials, and decision-makers in critical infrastructure sectors.
- Build and strengthen strategic partnerships with regional distributors, system integrators, resellers, and technology partners to enhance market reach and solution integration.
- Act as a trusted advisor to clients, understanding their unique IT/OT security challenges and tailoring OPSWAT’s solutions to meet their needs.
- Represent OPSWAT at industry events, trade shows (e.g., GISEC, GITEX), and conferences to enhance brand visibility and thought leadership in the region.
Revenue Growth & Pipeline Management
- Drive lead generation, opportunity development, and deal closure, utilizing organic and partner-driven strategies.
- Maintain a robust sales pipeline, leveraging CRM tools (e.g., Salesforce, Clari) and the MEDDPIC methodology to forecast accurately and manage sales cycles.
- Negotiate high-value contracts with enterprise and public sector clients, ensuring alignment with OPSWAT’s pricing and compliance standards.
- Monitor and report on sales performance, market trends, and competitive activities to senior leadership.
Regional Market Expansion
- Support OPSWAT’s expansion initiatives in key META markets, including Saudi Arabia, UAE, Turkey, and Africa, aligning with regional economic visions (e.g., Saudi Vision 2030).
- Develop go-to-market strategies for new products and services, collaborating with product management and marketing teams to ensure regional relevance.
- Ensure compliance with local regulations, data protection laws, and industry standards (e.g., SOC 2, ISO 27001) in all sales activities.
Cross-Functional Collaboration
- Partner with product management, engineering, and customer success teams to gather customer feedback and drive product enhancements that address regional needs.
- Work closely with marketing to develop region-specific campaigns, collateral, and thought leadership content to support sales efforts.
- Collaborate with global sales leadership to share best practices and align regional strategies with OPSWAT’s worldwide objectives.
What We Need From You
Education
- Bachelor’s degree in Business Administration, Marketing, or a related field; MBA or advanced degree preferred.
Experience
- Minimum of 10 years of sales experience in the cybersecurity, IT, or OT technology sector, with at least 5 years in a senior sales leadership role within the META region.
- Proven track record of achieving multimillion-dollar sales targets in enterprise and public sector markets, preferably with critical infrastructure clients.
- Extensive experience managing complex sales cycles, including government tenders and large-scale enterprise deals.
- Prior success in building and leading distributed sales teams across multiple countries in the META region.
- Strong understanding of IT/OT cybersecurity solutions, including zero-trust architectures, data sanitization, endpoint security, and secure file transfer.
- Proficiency in CRM platforms (e.g., Salesforce), sales forecasting, and MEDDPIC methodology.
- Familiarity with regional cybersecurity regulations and compliance standards (e.g., NCA in Saudi Arabia, GDPR equivalents).
Leadership & Soft Skills:
- Exceptional leadership and emotional intelligence, with the ability to motivate and inspire diverse teams.
- Outstanding communication, negotiation, and presentation skills, with fluency in English; proficiency in Arabic or other regional languages is a plus.
- Strategic thinker with strong analytical skills and the ability to translate market insights into actionable plans.
- Customer-centric mindset with a passion for solving complex security challenges.
Travel
- Willingness to travel extensively across the META region (up to 50%) to meet clients, partners, and attend industry events.
Preferred Qualifications
- Established network of relationships with government agencies, critical infrastructure organizations, and technology partners in the MEA region.
- Experience working with or selling to ministries, military institutions, or intelligence agencies.
- Prior experience in a pre-IPO or high-growth technology company.
- Knowledge of regional economic diversification initiatives (e.g., Saudi Vision 2030, UAE Vision 2021) and their impact on cybersecurity investments.
Compensation & Benefits
- Competitive base salary with performance-based incentives and equity opportunities, commensurate with experience.
- Comprehensive benefits package.
- Opportunities for global career advancement within a rapidly scaling, pre-IPO cybersecurity leader.
- Access to OPSWAT Academy for continuous learning and cybersecurity certifications.
- Dynamic, inclusive work environment with a focus on diversity, collaboration, and innovation.
Why Join OPSWAT?
As the Vice President of Sales for META, you will play a pivotal role in protecting the world’s critical infrastructure while driving OPSWAT’s growth in one of the fastest-growing cybersecurity markets. Join a passionate, innovative team that values diversity, teamwork, and doing the right thing. With cutting-edge technology, a supportive culture, and the opportunity to make a global impact, OPSWAT is the ideal place to elevate your career.
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.
Summary
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.
A Note from Me
I don’t usually write job descriptions myself, but I’m writing this one because I care about it deeply.
We’ve built something powerful at OPSWAT, a platform that protects critical infrastructure across the globe. We have products, technologies and training academy to make this vision come true. But as we scale, what we really need now is someone who can help us enable our sellers and partners the right way. We have 100+ salespeople across 20+ countries, and we’re only growing. I want someone who can step in and help us turn enablement into a real competitive advantage.
This role is more than sales training. It's about building clarity, trust, and confidence across a team that sells something deeply technical to some of the most security-conscious customers in the world. Like manufacturing, nuclear facility, defense, governments, water plants, It's about making sure everyone from a new hire in Japan to a channel partner in Germany understands how to tell our story, build proposals that win, and onboard quickly without friction.
You’ll work closely with James or Chris (depending on where this ultimately lands), but I’ll stay closely involved. This one matters to me.
What You’ll Own
- Onboarding: Build a program that cuts ramp time in half
- Sales playbook: Own the messaging, assets, and process around how we win
- Proposal generation: Help us become world-class here fast, clean, persuasive
- Channel enablement: Give our partners the tools and confidence to win with us
- Collaboration: Work closely with our instructional design and creative teams
- Field-readiness: Make sure what we build actually works in real deals
- Tools: Partner with sales ops, IT, and marketing to streamline systems
- Feedback: Keep your ear to the ground on what’s working, what’s not, what we need to fix fast
- Training: partner with the training team to put the right training in place
- Sales Leadership: partner with HR to equip our sales leaders to drive performance, coach effectively and scale high impact teams.
Who You Are
- You have done this before at a fast-moving, global company
- You have worked with direct sellers and partners
- You understand how to lead strategically but also get in the weeds; I will need to see clear evidence of this.
- You’re clear, fast, practical, and real - you know how to make things that people actually use.
- You genuinely enjoy helping others succeed you care about how sellers grow
- You have high standards, but you’re not stuck on theory you care about what works
Why This Role Matters
This isn’t just an enablement role; it’s a core part of how we scale. You’ll influence how deals get done, how fast reps get up to speed, and how confident our partners are in taking us to market. You’ll make a difference across every country we operate in, and you will work with a group of leaders who move fast, care deeply, and are ready to build with you.
If this sounds like you, or close to you, I’d love to meet you. Let's build something great together.
Benny
CEO & Founder, OPSWAT
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.
