Vice President of Sales, Middle East and Africa (MEA)

Account 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.

Apply for This Job

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.

Apply for This Job

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.

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.

Apply for This Job

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.

Apply for This Job

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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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

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

Vice President of Sales, Middle East and Africa (MEA)

Protecting the World’s Critical Infrastructure

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