Associate Solution Engineer

The Position

OPSWAT is looking for a Strategic Account Executive to drive the sales pipeline, manage a book of business, and grow revenue in the Utilities vertical. Your mission:  find, grow and engage with customers, partners and internal stakeholders to provide value to the largest Utilities in the Americas!  We specifically seek professionals with a track record of hunting, solutioning, proposing, and closing net new revenue primarily within the Utilities verticals. In addition, the ideal candidate will have a successful track record managing, protecting, and growing an existing account base. 

Why This Role Matters 

This isn’t just another sales role.  This role will provide input on strategy and growth while providing our customers with solutions that help keep North America running.  Our leadership is looking for a true utilities professional to make an impact on OPSWAT and our customers' business! 

What You Will be Doing

• Identify, target, and win new Enterprise (>$1.5B) customers with known propensity to purchase OPSWAT products 
• Manage, protect, and grow an existing account base. 
• Maintain extensive account and opportunity detail in Salesforce CRM, including account win plans, customer touchpoints, sales inhibitors, etc. 
• Forecast and report revenue projections accurately to management. 
• Collaborate with channel partners to identify and jointly pursue new clients. 
• Develop thought leadership and a trusted advisory relationship with your partners, customers, and prospects. 
• Develop and execute sales strategies and tactics to sell OPSWAT products, solutions, and services to exceed your sales quotas. 
• Overachieve on annual quota, measured quarterly. 

What We Need from You 

• Previous success and relationships selling to Utilities companies. 
• Have 7+ years cybersecurity sales experience. 
• Bachelor’s degree (preferred, not required) or relevant work experience. 
• Experience selling complex solutions to enterprise customers (> $2.5B annual sales) 
• History of overachievement, evidenced by multiple President’s club and/or MVP awards. 
• Strong knowledge and utilization of MEDDIC and other selling methodologies. 
• Highly accurate pipeline management and forecasting expertise. 
• Ability to travel as necessary to customers, channel partners, and company meetings/events. 
• Previous stable employment history. 

Ready to lead the charge in cybersecurity sales?  

Join a team that’s transforming how the world protects its most critical assets. Let’s build something extraordinary—together. 

The Position

At OPSWAT, we believe in a secure way of life. Our prevention-first approach — “Trust no file. Trust no device.” — protects the digital infrastructure that keeps industries running. We help organizations safeguard their most critical systems against evolving cyber threats. 

We’re seeking an energetic Commercial Account Executive to drive new business across Canada, with a focus on the Finance (banking, fintech, insurance), Technology, and Manufacturing industries. This is a high-impact role for a sales professional who thrives on building relationships, owning the full sales cycle, and helping organizations strengthen their cyber defenses. 

If you love opening new doors, uncovering customer needs, and closing deals that deliver real business value — this is your opportunity to help secure Canada’s future. 

What You Will be Doing

• Own and drive the full new-business sales cycle — prospecting, discovery, solution positioning, negotiation, and close. 
• Target, engage, and convert Commercial accounts (<$1.5B in revenue) across: 
• Finance (banking, fintech, insurance), Technology, Manufacturing 
• Build and maintain a healthy pipeline through high-activity outbound prospecting, partner collaboration, events, and networking. 
• Deliver compelling presentations and demos that articulate OPSWAT’s value — how protecting files and devices reduces risk, increases operational resilience, and improves compliance. 
• Develop territory strategies to penetrate new organizations, expand engagement, and accelerate revenue. 
• Develop account strategies to grow business in existing accounts by building consensus up the ladder and across business units. 
• Collaborate with Marketing on vertical campaigns, demand generation, and targeted industry events. 
• Partner with Sales Engineering, Product, and Customer Success to position the right solutions, ensure smooth post-sales handoff, and maximize long-term customer value. 
• Maintain accurate forecasting and pipeline management in CRM. 
• Represent OPSWAT at Canadian industry events, conferences, and regional forums. 
• Stay ahead of cybersecurity trends, competitor offerings, and regulatory changes impacting target industries. 

What We Need from You 

• Reside in eastern Canada. Toronto or surrounding areas preferred. 
• 3–7+ years of B2B sales experience; cybersecurity or adjacent technology preferred. 
• Proven track record of new-logo acquisition and consistent quota achievement. 
• Experience selling into one or more of the following sectors: 
  • Banking / Financial Services 
  • Insurance 
  • Manufacturing 
  • Technology 
• Strong ability to navigate complex sales cycles and engage multiple stakeholders (IT, Security, Compliance, Operations). 
• Excellent at communicating business value — not just product features. 
• Strong prospecting discipline: you know how to create pipeline, not wait for it. 
• Skilled in building executive-level relationships and turning business challenges into cybersecurity use cases. 
• Data-driven approach to pipeline management, territory planning, and forecasting. 
• High energy, self-motivated, resourceful, and entrepreneurial. 
• CRM proficiency (Salesforce, HubSpot, etc.). 

It Would be Nice if You Had

• Knowledge of financial sector cybersecurity needs (compliance, threat intel, data governance). 
• Familiarity with cybersecurity frameworks (NIST, ISO 27001, Zero Trust). 
• Experience engaging channel/partner ecosystems in Canada. 
• Understanding of file and device risk, OT environments, or data-intensive industries. 
• Interest in pursuing cybersecurity certifications. 

Why OPSWAT? 

• Join a mission-driven company where cybersecurity innovation protects critical operations. 
• Bring transformative solutions into Canada’s most important and fast-moving industries. 
• Work with a passionate team backed by technology built for prevention — “Trust no file. Trust no device.” 
• High-growth environment with opportunities to learn, develop, and advance. 
• Competitive compensation, commission structure, and professional development support. 
• A company culture that values initiative, grit, strategic thinking, and teamwork. 

The Position

Stephen Gorham is continuing to build and scale the OPSWAT Federal organization, and we are making deliberate investments in both near-term pipeline acceleration and long-range opportunity shaping across the Department of Defense, Intelligence Community, and Federal Civilian agencies. 

OPSWAT’s cybersecurity solutions, including purpose-built cybersecurity technologies—spanning Zero Trust, secure data exchange, critical infrastructure protection, and cross-domain workflows- are now part of many Federal modernization projects. To keep growing, we are expanding our Federal Business Development team to focus on both immediate and future requirements.  

About the Role 

As the Business Development Executive, you drive both near and long-term Federal pipeline growth.  Pursue and accelerate near-term opportunities to directly impact in-year revenue.  Shape future opportunities by engaging early in Federal modernization efforts.  Work closely with our Account Executives to develop and qualify opportunities.As the pipeline matures, this role will help lay the foundations for a future capture team.You are not a quota-carrying closer, but a force multiplier—building pipeline, shaping perception, and enabling future success. 

What You Will Be Doing

Short-Range Pipeline (In-Year Impact) 

• Identify and qualify Federal opportunities (12–18 month horizon) aligned to contract vehicles and available funding. 
• Collaborate with Federal Account Executives to accelerate access, validate timing, and move opportunities forward. 
• Engage program offices and FSIs to clarify funding, procurement steps, and timelines. 
• Support RFIs and market research likely to lead to funded procurements. 
• Prioritize opportunities based on probability, timing, and alignment with the OPSWAT strategy. 

Long-Range Pipeline (Strategic Growth) 

• Identify and develop long-range Federal pipeline, focusing on modernization and mission gaps relevant to OPSWAT. 
• Build relationships with Federal agency leadership and FSIs to influence programs early. 
• Translate mission needs into capture-ready opportunities to enable future capture teams. 
• Provide guidance on early OPSWAT investments using funding signals and acquisition pathways. 

Industry Representation & Thought Leadership  

• Serve as OPSWAT SME at Federal and industry events and mission-focused forums. 
• Represent OPSWAT in discussions with government, industry, and partner audiences on topics such as Zero Trust, secure data exchange, critical infrastructure protection, and cross-domain workflows. 
• Support executive briefings and partner-hosted events to advance OPSWAT’s Federal mission credibility. 
• Share industry engagement insights to strengthen pipeline, AE work, and capture planning. 

Cross-Functional Collaboration 

• Work closely with Federal Account Executives and technical experts from the early stages to execution. 
• Use OPSWAT’s Critical Infrastructure Lab in Arlington, VA, for executive briefings, demos, and partner meetings. 
• Share agency priorities, competitive dynamics, and program maturity to inform the Federal go-to-market strategy. 

What We Need From You

• 12+ years’ Federal business development or capture/sales experience; able to operate effectively without a formal capture organization. 
• Demonstrated ability to build pipeline in growth-stage Federal organizations. 
• Strong knowledge of Federal acquisition, RFIs, market research, and early program development. 
• Established relationships with Federal agency leadership and Federal System Integrators. 
• Able to represent OPSWAT as a credible SME in Federal and industry forums. 
• Strategic thinker who can deliver immediate and long-term impact. 

Why Join OPSWAT Federal?

• Play a foundational role in shaping OPSWAT’s Federal growth model. 
• Work alongside a seasoned Federal leadership team led by Stephen Gorham. 
• Help build the pipeline discipline and market presence that will underpin a future capture organization. 
• Access a state-of-the-art Critical Infrastructure Lab purpose-built for Federal engagement. 
• Competitive compensation aligned to pipeline creation, influence, and strategic impact. 

This role is ideal for someone who thrives in building something before it exists—and understands how disciplined business development today becomes capture success tomorrow. 

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 the Marine Corps, Navy and Coast Guard. 
• 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. 

The Global Vice President of Partners at OPSWAT is a senior executive leadership role reporting directly to our Global Head of Sales. This position owns the end-to-end strategy, execution, and growth of OPSWAT's global channel and partner ecosystem. OPSWAT is a leading provider of critical infrastructure cybersecurity solutions, including advanced threat prevention (e.g., MetaDefender platform for file security, deep CDR, endpoint protection, OT/ICS security, and zero-trust access), trusted by thousands of organizations worldwide in high-stakes sectors like energy, defense, federal government, manufacturing, and transportation.

The role focuses on accelerating revenue through indirect sales channels, expanding market reach (especially in OT/CIP environments), and building a high-performing, differentiated partner program that complements OPSWAT's direct sales motion. You will lead strategy and operations for a diverse partner landscape, including distribution partners, Value-Added Resellers (VARs), Global System Integrators (GSIs), Industrial Control System (ICS)/OT vendors, advisories/consultancies, and technology alliances/partners (e.g., integrations and co-selling).

Key Responsibilities

• Develop and Own Global Channel & Partner Strategy.
• Define and execute a comprehensive, multi-tier global go-to-market (GTM) strategy for channels and partnerships aligned with OPSWAT's aggressive growth objectives, ARR targets, and prevention-first cybersecurity philosophy ("Trust no file. Trust no device.").
• Prioritize high-impact segments: critical infrastructure protection (CIP), OT/ICS environments, federal/government, enterprise, and emerging markets.
• Balance partner recruitment, enablement, and optimization to drive partner-sourced pipeline, revenue, and market expansion while minimizing channel conflict with direct sales.
• Lead and Scale the Channel Partner Program.
• Evolve and enhance OPSWAT's existing Channel Partner Program (including tiers, incentives, certifications via OPSWAT Academy, and tools) to make it best-in-class for cybersecurity/CIP.
• Design programs, MDF (market development funds), rebates, SPIFs, deal registration, co-selling frameworks, and performance tiers tailored to partner types (e.g., higher margins/incentives for GSIs handling complex OT deployments).
• Drive partner compliance, certifications, and joint value propositions emphasizing OPSWAT's unique technologies (e.g., Multi-scanning, Deep CDR™ Technology, vulnerability assessment).
  
  

Manage Key Partner Categories
  - **Distribution**: Recruit/expand global distributors to broaden geographic coverage and accelerate volume sales.
  - **VARs & MSPs**: Build a robust reseller network focused on enterprise and mid-market adoption of MetaDefender and related solutions.
  - **GSIs**: Forge strategic relationships with top-tier GSIs for large-scale deployments in critical infrastructure, including joint go-to-market in regulated industries.
  - **Industrial Control Vendors/OT Partners**: Develop co-engineering, bundling, and integration partnerships with ICS/OT hardware/software vendors to embed or complement OPSWAT solutions in industrial environments.
  - **Advisories/Consultancies**: Engage security advisory firms and consultancies for influence, referrals, and co-delivery of assessments/implementations.
  - **Technology Partnerships**: Expand the ecosystem of 100+ certified integrations, OEM embeds, and co-marketing alliances to enhance product value and interoperability.

Team Leadership & Operations

• Build, lead, and mentor a high-performing global channels team (e.g., regional channel managers, partner success managers, program specialists) across Americas, EMEA, APAC.
• Establish KPIs/metrics (e.g., partner-sourced revenue %, pipeline coverage, partner NPS, attach rates, deal registration compliance) and dashboards for tracking performance.
• Oversee partner operations, onboarding, training (via OPSWAT Academy), enablement resources, deal desk support, and conflict resolution.
  
  

Cross-Functional Collaboration

• Partner closely with sales, product, marketing, customer success, and federal teams to align channel efforts with overall GTM, product roadmaps, and customer outcomes.
• Drive joint marketing campaigns, events, webinars, and co-selling motions with partners.
• Collaborate with legal/finance on contracts, pricing, and compliance.
  
  

Revenue & Growth Accountability

• Own channel revenue quotas and forecasts, targeting significant contribution to total ARR (e.g., scaling partner-sourced revenue as a key growth lever).
• Identify and pursue strategic deals, alliances, and acquisitions in the partner space to accelerate market penetration.
  
  Qualifications & Experience
• 12+ years of progressive experience in channel/partner sales and program leadership, with at least 7+ years in senior/global roles (e.g., VP/Director of Channels, Alliances, or Partner Programs).
• Proven track record building/scaling channel ecosystems in **cybersecurity**, enterprise software, SaaS, or critical infrastructure/OT/ICS sectors.
• Deep understanding of partner types relevant to OPSWAT (distribution, VARs, GSIs, OT vendors, technology alliances).
• Demonstrated success driving double-digit partner-sourced revenue growth and program maturity in high-growth environments.
• Experience in regulated industries (e.g., energy, defense, federal) and familiarity with Zero Trust, file/endpoint security, or OT cybersecurity challenges.
• Strong executive presence; ability to influence C-level stakeholders at partners and internally.
  
  **Preferred**
• Prior experience at cybersecurity firms focused on prevention, threat detection, or CIP.
• Global experience managing teams across regions (Americas, EMEA, APAC).
• Track record with partner program accreditations (e.g., CRN recognition, as OPSWAT has achieved).
  
  Skills & Competencies
• Strategic thinker with operational execution excellence.
• Exceptional relationship-building and negotiation skills.
• Data-driven; proficient in CRM, partner portals, and analytics tools.
• Strong communicator and presenter (internal/external).
• Ability to thrive in a fast-paced, innovative cybersecurity company committed to protecting critical infrastructure.

Role Overview

The Ministry of Defence Account Manager is responsible for managing and growing strategic relationships with MoD stakeholders, ensuring the successful delivery of contracted services and solutions. The role acts as the primary interface between OPSWAT and MoD customers, aligning operational delivery, commercial performance, and long-term account strategy while ensuring compliance with defence, security, and regulatory requirements.

Key Responsibilities

Account Management & Stakeholder Engagement

• Serve as the primary point of contact for Ministry of Defence customers and key stakeholders
• Build and maintain strong, trusted relationships across MoD departments, project teams, and senior leadership
• Understand MoD priorities, capability gaps, and future programmes to support long-term account planning
• Manage MoD contracts throughout their lifecycle, ensuring delivery against scope, cost, quality, and schedule
• Lead contract reviews, performance reporting, and governance meetings
• Ensure compliance with contractual obligations, defence regulations, and security requirements
• Support pricing, bid submissions, renewals, and contract variations
• Security clearance level 1/2

Skills & Experience

Essential

• Proven experience in account management within defence, government, or highly regulated sectors
• Strong understanding of MoD structures, procurement processes, and contracting models
• Excellent stakeholder management and communication skills
• Experience managing complex, high-value contracts
• Strong commercial awareness and problem-solving ability
• Background in defence, aerospace, technology, or systems integration
• Understanding of MOD & IDF projects

The Position

We’re looking for a natural hunter. This role is ideal for a motivated early-career professional with a strong technical background to join our OEM Sales team and help grow partnerships with leading technology companies around the world. This role is designed for early career sales professionals who are excited to start a career at the intersection of technology, business, and cybersecurity. 

You’ll work closely with our VP of Global OEM Sales and senior team members to learn how complex technology partnerships are built—from early discovery through long-term growth. This is a hands-on, mentorship-driven role where you’ll gain exposure to real customers, real products, and real impact early in your career. 

What You Will Be Doing

• Support the OEM sales process by researching potential partners and helping to qualify new opportunities. 
• Assist with sales meetings, technical discovery calls, and partner follow-ups alongside senior team members. 
• Learn how OPSWAT’s cybersecurity products integrate with partner technologies through APIs and SDKs. 
• Help prepare presentations, proposals, and technical summaries for OEM partners. 
• Collaborate with Engineering and Product teams to understand how integrations are designed and delivered. 
• Track sales activity and pipeline progress to support forecasting and reporting. 
• Develop foundational consultative sales skills in a highly technical environment.

What We Need From You

• Bachelor’s degree in Computer Science, Engineering, or a related technical field. 
• MBA (completed or in progress) a plus.  
• 1–3 years of professional sales or business development experience for a technology company. 
• Interest in technology, cybersecurity, enterprise software, or partnerships. 
• Ability to understand technical concepts and explain them clearly to non-technical audiences. 
• Strong communication skills and a willingness to learn. 
• Curious, proactive, and comfortable working in a fast-paced, global organization.

Why Start Your Career at OPSWAT?

At OPSWAT, we believe in empowering our people to do their best work. We encourage you to watch the video of our company’s 22 years of experience of securing critical infrastructure. You’ll be part of a mission-driven OEM team that values innovation, collaboration, and continuous development.  

In this role you’ll gain exposure to how global technology companies embed cybersecurity into their products, while also being provided with exceptional business and compensation opportunities. You’ll be supported by experienced leaders, trusted with meaningful work, and given a clear path to grow into more senior sales, partnership, or business development roles over time. 

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 - $100,000

About The OEM Team 
 
You will be joining our Global OEM team reporting to the VP of WW OEM Sales. Our team works independently and makes substantial contributions to OPSWAT’s revenue goals. Our team creates and drives OEM partnerships with a diverse set of partners spanning endpoint security vendors, ZTNA, SSE/SASE operators, RMMs, cloud/Email service providers, managed service providers, Telcos and more. The ideal candidate has a diverse skillset, is a natural hunter and possesses hunger to learn new technologies and business models. 
 
What You Will be Doing 
 
OPSWAT is looking for a OEM Sales Specialist with strong deal, strategy, and relationship management experience to accelerate our sell-through OEM partner ecosystem throughout the assigned region or product portfolio. The objective is to work with identified technology partners and service providers to extend our reach, revenues, and services delivery. 
 
This is a quota carrying role where the candidate will be responsible for selling our OEM products to select product/service partners with clear understanding of how the OEM Product will be integrated, launched and monetized for years to come.  
 
The candidate will have significant experience and passion for incubating, launching, and scaling top-tier technology partnerships. The successful candidate will work with legal, engineering, products, marketing, customer experience, finance, sales operations and alliances across the company to ensure strategic alignment with these functional and operational units. The ideal candidate will possess the acumen for messaging and selling with keen focus on deal closure and account management.  
 
This position leads the relationship from both contractual and operational perspectives; it also identifies and develops new areas of the partnership which are mutually beneficial for both OPSWAT and the OEM. You will develop an overall strategy and partner plan for every managed partner and align this plan across the organization to deliver monthly and quarterly progress towards strategic goals. 
 
This is a critical role within OPSWAT’s OEM team and will require cross-functional leadership skills to work with our internal teams. This role will be a major change agent, having impact and influence with a high degree of energy, flexibility, and drive to create real and measurable business results. 
 
 

Minimum Requirements 
 

• OEM sales experience in the IT industry with strong preference working with security, cloud and endpoint solution providers
• A track record of generating revenue in seven and/or eight figures annually 
• Capability and drive to generate leads organically through research and outreach

Additional Qualifications 
 

• Master's degree in technical disciplines or MBA a plus
• Self-starter with the ability to manage several projects in a fast-paced environment
• Demonstrated technical aptitude in cybersecurity
• High energy and strong interpersonal skills
• Excellent communications skills and strong presentation knowhow
• Previous success in reaching/exceeding sales goals with focus on new logos
• Very organized leader with ability to posit value propositions and win over skeptics 

The Position

The Regional Sales Manager is a significant driver of company revenue and growth. Your responsibilities will include: learning the OPSWAT technology; developing and implementation of a strategic account plans targeting deployments of our Cybersecurity platforms and solutions. 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 are given a preference.

The role will be located in Istanbul. 

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 

• A minimum of 5 years successfully selling technology products and solutions to business.
• Bachelor’s degree, preferably in a technical discipline or equivalent experience.
• 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.
• 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 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.

The Position

The Regional Sales Manager is a significant driver of company revenue and growth. Your responsibilities will include: learning the OPSWAT technology; developing and implementation of a strategic account plans targeting deployments of our Cybersecurity platforms and solutions. 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 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 

• A minimum of 5 years successfully selling technology products and solutions to business.
• Bachelor’s degree, preferably in a technical discipline or equivalent experience.
• 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.
• 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 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.

The Position

The Regional Sales Manager is a significant driver of company revenue and growth in Southern Europe, working remotely. Your responsibilities will include the development and implementation of 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 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

• • A minimum of 5 years successfully selling technology products and solutions to business.
  • Bachelor’s degree, preferably in a technical discipline or equivalent experience.
  • 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.
  • 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 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.

The Position

OPSWAT is searching for Sales Account Managers to create long-term, trusting relationships with our customers. The Sales Account Manager’s role is to oversee a portfolio of assigned customers, develop new business from existing clients and actively seek new sales opportunities.

At OPSWAT, we believe that exceptional talent is always worth getting to know, even when there are no current vacancies.

Our Evergreen Sales Account Manager position offers continuous opportunities for enthusiastic and motivated professionals to join us in the future. It is not tied to a specific vacancy, but it enables us to get to know you and stay in touch, so that when a new opportunity arises, you could be among the first people we reach out to. Israel and Romania are growing significantly — we'd love you to join our strong team!

If you’re interested in working at us, please apply, and we will get in touch.

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

If you’re ready to join a mission-driven company at a time of rapid global growth—and play a key role in how we scale legally and professionally—let’s talk.

The Position

The Solution 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.

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

Key Performance Indicators (KPIs)

• Quota Attainment – Achievement of assigned sales and revenue targets.
• Evaluation Technical Win Rate (by End Date) – Percentage of successful technical evaluations concluded positively by the end date.
• Open Pipeline – Volume and quality of active opportunities in the sales pipeline.
• Jira Ticket – Timely and effective handling of customer or partner technical issues logged in Jira.
• # Demo Meeting (>5 mins speaking) – Number of meaningful demo sessions conducted, with at least 5 minutes of active presentation or technical engagement.

The Position: 

The Solution 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 Chennai, Hyderabad or 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 

The Position

OPSWAT is now searching for a Solution Engineer who will be a technical sales resource for our Japan regional sales team and assist in identifying customer challenges and driving technical alignment between customer needs and the OPSWAT solutions. Joining an existing team of experienced and successful sales managers and presales engineers to grow and evolve the OPSWAT business in Japan. You will serve as a product and industry expert, effectively describing and demonstrating our solutions, 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.

We are interested in candidates based in Tokyo with Japanese as a primary language.

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.
• Understanding customer organization, their IT/Security requirements, and goals.
• Work with RMS to assist in the creation of account plans.
• Support proof of concepts, implementations and installations as needed to successfully satisfy customer requirements.

What We Need From You

• Bachelor's degree in a technical discipline, or equivalent experience
• Fluent in Japanese
• 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.
• Strong presentation and application demo skills.
• A good foundation of networking concepts.
• A self-motivator who thrives on identifying and resolving customer pain points.
• Highly ethical and professional personal conduct.
• Experience installing and troubleshooting enterprise applications in Windows and Linux environments.
• Comfortable leading discussions within the cybersecurity domain to all customer levels (CISO to IT administrator).

It Would Be Nice If You Had

• Experience in enterprise software or networking solutions, ideally within the network or device security space including file security, device security, network security and etc.
• Knowledge of Sandbox and anti-malware products and markets.
• A technical understanding of APIs.
• Experience in Cloud Based Services (Azure, AWS and GCP).
• Experience working on Linux based infrastructure.
• Experience working with scripting languages such as bash script, powershell, and Python.
• Configuration and management of databases such as MySQL, Mongo.
• Experience working with OT security solutions or with OT environments.
• Any relevant security industry certifications.
• Network integration skillsets (Cisco, Dell-EMC, Juniper, Aruba, Ruckus, Meraki, Aerohive, Extreme, etc).

OPSWAT is now searching for a partner Solution Engineer who will be a technical sales resource for our Japan sales team and assist in identifying customer/partner challenges and driving technical alignment between customer/partner needs and the OPSWAT solutions. Joining an existing team of experienced and successful sales managers and presales engineers to grow and evolve the OPSWAT business in Japan. You will serve as a product and partner expert, effectively describing and demonstrating our solutions, 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.

We are interested in candidates based in Tokyo with Japanese as a primary language.

What You Will Be Doing

• Work with the OPSWAT sales team as well as partners to drive Enterprise business.

• Manage partner requirements, expectations, and solution buy-in.

• Build partner'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.

• Understanding partner organization, their IT/Security requirements, and goals.

• Work with the OPSWAT Partner Sales team to help increase partner sales revenues..

• Support proof of concepts, implementations and installations as needed to successfully satisfy customer/partner requirements.

What We Need From You

• Bachelor's degree in a technical discipline, or equivalent experience

• Fluent in Japanese

• 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.

• Strong presentation and application demo skills.

• A good foundation of networking concepts.

• A self-motivator who thrives on identifying and resolving customer pain points.

• Highly ethical and professional personal conduct.

• Experience installing and troubleshooting enterprise applications in Windows and Linux environments.

• Comfortable leading discussions within the cybersecurity domain to all customer levels (CISO to IT administrator).

It Would Be Nice If You Had

• Experience in enterprise software or networking solutions, ideally within the network or device security space including file security, device security, network security and etc.

• Knowledge of Sandbox and anti-malware products and markets.

• A technical understanding of APIs.

• Experience in Cloud Based Services (Azure, AWS and GCP).

• Experience working on Linux based infrastructure.

• Experience working with scripting languages such as bash script, powershell, and Python.

• Configuration and management of databases such as MySQL, Mongo.

• Experience working with OT security solutions or with OT environments.

• Any relevant security industry certifications.

• Network integration skillsets (Cisco, Dell-EMC, Juniper, Aruba, Ruckus, Meraki, Aerohive, Extreme, etc).

Japan Office: 4F, Morishigyo Building, 2-11-6 Kanada-Nishiki cho, Chiyoda-ku, Tokyo

The Position

OPSWAT is now searching for a Solution Engineer who will be a technical sales resource for our Indian regional sales team and assist in identifying customer challenges and driving technical alignment between customer needs and the OPSWAT solutions. Joining an existing team of experienced and successful sales managers and presales engineers to grow and evolve the OPSWAT business in India. You will serve as a product and industry expert, effectively describing and demonstrating our solutions, 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.

We are interested in candidates primarily based in Mumbai, India.

What You Will Be Doing

• Work with the OPSWAT sales team as well as partners to drive Enterprise/Government 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.
• Understanding customer organization, their IT and security requirements and goals.
• Work with RMS to assist in the creation of account plans.
• Support proof of concepts, implementations and installations as needed to successfully satisfy customer requirements.

What We Need From You

• Bachelor's degree in a technical discipline, or equivalent experience.
• 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.
• Strong presentation and application demo skills.
• A good foundation of networking concepts.
• A self-motivator who thrives on identifying and resolving customer pain points.
• Highly ethical and professional personal conduct.
• Comfortable leading discussions within the cybersecurity domain to all customer levels (CISO to IT administrator).
• Experience installing and troubleshooting enterprise applications in Windows and Linux environments.

It Would Be Nice If You Had

• Experience in enterprise software or networking solutions, ideally within the network or device security space including file security, device security, network security and etc.
• Network integration skillsets (Cisco, Dell-EMC, Juniper, Aruba, Ruckus, Meraki, Aerohive, Extreme, etc).
• Knowledge of Sandbox and anti-malware products and markets.
• A technical understanding of APIs.
• Experience in Cloud Based Services (Azure, AWS and GCP).
• Experience working on Linux based infrastructure.
• Experience working with scripting languages such as bash script, powershell, and Python.
• Configuration and management of databases such as MySQL, Mongo.
• Experience working with OT security solutions or in OT environments.
• Any relevant security industry certifications.

#LI-onsite

The Position

OPSWAT is looking for a Strategic Account Executive to drive the sales pipeline, manage a book of business, and grow revenue in Western North America. We specifically seek professionals with a track record of hunting, solutioning, proposing, and closing net new revenue primarily within the Manufacturing and Non-Named Verticals. In addition, the ideal candidate will have a successful track record managing, protecting, and growing an existing account base.

This is a remote position and must be based in the Western United States. 

What You Will Be Doing

• Identify and target Enterprise businesses (> $1.5B revenue) with known propensity to purchase OPSWAT products using 6Sense, ZoomInfo, Navigator, and other prospecting tools.
• Collaborate with channel partners to identify and jointly pursue new clients.
• Develop thought leadership and a trusted advisory relationship with your partners, customers, and prospects.
• Develop and execute 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 win plans, customer touchpoints, sales inhibitors, etc.
• Forecast and report revenue projections accurately to management.
• Overachieve on annual quota, measured quarterly.

What We Need From You

• Reside in the Western United States.
• Have 7+ years cybersecurity sales experience.
• Bachelor’s degree (preferred, not required) or relevant work experience.
• Experience selling complex solutions to enterprise customers.
• History of overachievement plus multiple President’s club and/or MVP awards.
• Strong knowledge of MEDDPICC and other advanced selling methodologies.
• Highly accurate pipeline management and forecasting expertise.
• Ability to travel as necessary to customers, channel partners, and company meetings/events.