Global VP of Technology & Partnerships

The Position

Sean Yarger is expanding the OPSWAT SE team, and there has never been a better time to join.  We’re experiencing exciting growth and looking for solution engineers to support that growth. 

Are you purpose-driven?  We are.  At OPSWAT, our purpose is to secure the way of life we all enjoy.  We focus our innovations on protecting the most critical infrastructure there is, such as manufacturing, nuclear facilities, financial institutions, governments, utilities, and more.  You’ve probably done some interesting things in your career, but how often can you say you’ve contributed directly to the benefit of our global community with such a positive impact? 

“Critical Infrastructure” refers to a wide variety of systems, including not only traditional on-premise and cloud-based IT systems, but can also include operational technology. 

As an Associate Solution Engineer, you’ll be working alongside a peer group of talented professionals.  Your job will be to maintain our east region critical infrastructure protection labs, our mobile show labs, and work with our product teams to continuously evolve our SE demo kits.  You will occasionally demonstrate OPSWAT products in our labs when customers make site visits as well as traveling to shows to work our booths.  You’ll also be required to maintain proficiency in the domains we serve, expertise in the products, and a commitment to continuous improvement in both yourself and the labs.  In time, this duty may evolve into a field SE role. 

What You Will be Doing

• Work with the CIP lab and build re-usable demonstrations 
• Collaborate with field SEs to provide detailed responses for RFPs 
• Assist with trade show mobile lab builds, repairs, and set up  
• Support field SEs with proof of concepts, evaluations, and demonstrations as needed 
• Provide pre-sales support to OPSWAT Channel sales team to drive business and product proficiency 

What We Need from You 

• Demonstrable experience in cybersecurity or networking 
• Ability to prioritize and meet deadlines 
• Results driven with an entrepreneurial mind set 
• Ability to influence others to achieve results 
• Strong communication, organizational, and interpersonal abilities 
• Adaptable, self-motivated, and open-minded 
• Experience installing and troubleshooting enterprise applications 
• Problem-solving abilities; skilled at identifying and resolving technical issues  

We Value Our Differences

We are committed to building a diverse and inclusive team.  If you’re excited about this role but your experience doesn’t align perfectly with every qualification, we encourage you to apply anyway. You may be just the right candidate for this or other roles. 

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 the Northeast United States, 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.  

This is your opportunity if you love opening new doors, uncovering customer needs, and closing deals that deliver real business value. 

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 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 the Northeastern United States.  
• 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.  

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.  
• 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 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 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 and the Federal System Integrator (FSI) ecosystem, driving adoption of OPSWAT’s solutions for Zero Trust, critical infrastructure protection, and secure file and data transfer. 

This role requires a strong ability to both: 

• Sell to FSIs (influencing, enabling, and positioning OPSWAT within their portfolios), and  
• Sell through FSIs (co-developing and closing opportunities into Federal end customers).  

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 with a strong focus on building, enabling, and growing strategic relationships with Federal System Integrators  
• Execute both sell-to and sell-through strategies with FSIs, aligning OPSWAT solutions to their programs, pursuits, and contract vehicles  
• 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 FSIs and channel partners to shape opportunities, gain contract access, and drive joint wins into Federal agencies  
• Collaborate with capture managers and proposal teams to align sales strategy with capture efforts and FSI-led pursuits  
• 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  
• Demonstrated success selling both to and through Federal System Integrators (FSIs)  
• Deep understanding of Federal procurement processes, contract vehicles, and acquisition lifecycles  
• Proven track record of meeting or exceeding sales quotas within Federal markets  
• Strong relationships with FSIs and within DoD, IC, and/or civilian agencies  
• Experience supporting or influencing capture efforts and FSI-led pursuits  
• 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, work side-by-side with leading FSIs, and drive OPSWAT’s Federal expansion, we’d love to hear from you. 

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 Position

As an Inside Sales Representative (ISR), you will be the engine behind our most complex deals. You’ll partner directly with veteran Account Managers and Account Executives, mastering the art of the close while owning the critical momentum of our sales cycle. If you’re looking for a front-row seat to the B2B tech world and a clear path to becoming a top-tier closer, this is your starting line. 

This position is 100% onsite at our downtown Tampa, FL headquarters, where you’ll work closely with sales leadership, engineering, and customer teams in a fast-paced, high-energy environment. 

What You Will Be Doing

Learn the Sales Process 

• Learn OPSWAT’s products, customers, and sales motion 
• Shadow Account Executives and support active sales opportunities 
• Gain experience using CRM and sales tools (Salesforce, email, LinkedIn, Revic) 

Sales & Outreach Support 

• Support Account Executives with day-to-day sales operations and deal execution 
• Research accounts and contacts to support territory development and account planning 
• Schedule meetings with existing clients and ensure smooth handoffs from Account Executives and Account Managers 
• Re-engage dormant accounts and assist with scheduling and preparing client QBR’s 
• Assist in account mapping between Account Executives and Channel Partners 

Organization & Admin Support 

• Keep customer and opportunity information up to date in the CRM 
• Assist with quotes, proposals, and basic order processing 
• Help prepare meeting notes, follow-ups, and account summaries 
• Coordinate internally to keep sales activities moving forward 

Team & Growth Focus 

• Track activity and progress with guidance from your manager 
• Ask questions, take feedback, and continuously improve 
• Build skills that prepare you for future roles in sales or account management 

What We Need From You:

• Motivated, self-starter (recent grads welcome!) 
• Interest in sales, business development, or technology 
• Strong communication skills and a willingness to pick up the phone 
• Strong organizational skills and attention to detail—you love clean systems 
• Knowledge and comfort with Microsoft Office Suite or similar  
• Desire to learning new tools and systems via self-paced learning 
• A positive attitude, curiosity, and desire to grow 

Why Start Your Career at OPSWAT: 

• Clear career path into Account Management, Account Executive, SDR, or Sales Operations roles 
• Training, mentorship, and exposure to real deals 
• Supportive, team-oriented sales culture 
• Opportunity to build a career in cybersecurity, one of the fastest-growing tech sectors 

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

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 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. 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. 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

The Regional Sales Manager will own and drive the business in North & East Enterprise accounts with full accountability for revenue growth, strategic expansion, and ecosystem development.

The position reports to the Sales Leader for India and requires close collaboration with Channel, SDR, and Marketing teams to drive aligned go-to-market execution, build pipeline, and accelerate revenue growth across the region.

This role goes beyond individual contribution—you will act as a regional business leader, responsible for defining and executing a go-to-market strategy aligned with OPSWAT’s global vision around critical infrastructure protection, zero trust, and file-based threat prevention.

Responsibilities include learning OPSWAT technologies, developing and executing strategic account and territory plans, building executive relationships, scaling partner-led growth, and orchestrating complex enterprise deals.

What You Will Be Doing

Revenue Ownership & Business Leadership

• Own and deliver regional revenue targets with strong forecasting discipline and quarterly accountability
• Build and maintain a predictable pipeline (3–5x coverage) across enterprise and government sectors
• Lead large, complex deal cycles, especially in industries (Private BFSI, Energy, Manufacturing, Pharma, Technology)

Strategic GTM & Market Expansion

• Define and execute a North & East India GTM strategy aligned to OPSWAT’s focus on critical infrastructure and compliance-driven security
• Identify and drive high-value use cases such as secure file transfer, data sanitization (CDR), vulnerability detection, and OT security
• Expand footprint within key accounts through cross-sell and platform adoption

Customer & Executive Engagement

• Build trusted advisor relationships with CIOs, CISOs, and CXOs
• Communicate differentiated value propositions aligned to risk reduction, compliance, and operational resilience
• Articulate ROI/TCO and business outcomes throughout the sales lifecycle

Channel & Ecosystem Development

• Develop and scale a high-performing partner ecosystem (VARs, SIs, Distributors)
• Drive partner enablement, joint account planning, and co-selling motions
• Strengthen alliances to penetrate government and large enterprise segments

Execution Excellence

• Apply solution-oriented, consultative selling with a strong hunter mindset
• Maintain accurate pipeline, account plans, and opportunity tracking in Salesforce
• Forecast revenue with high accuracy and provide visibility to leadership
• Leverage internal resources (Presales, Marketing, Product) effectively to win deals

Cross-Functional Leadership

• Act as the regional leader for OPSWAT, collaborating across presales, marketing, and channel teams
• Provide market intelligence and customer feedback to influence product and GTM strategy
• Mentor and guide extended team members to build a high-performance culture

What We Need From You

• 12+ years of experience in enterprise technology sales, with consistent quota overachievement
• Strong track record selling cybersecurity solutions, ideally in critical infrastructure, compliance, or network/file security domains
• Proven success in driving regional business ownership, not just individual deals
• Experience working with and scaling Channel/SI ecosystems
• Ability to engage and influence C-level executives, articulating both technical and business value
• Demonstrated expertise in complex deal orchestration and multi-stakeholder selling
• Strong understanding of security threats, zero trust principles, and enterprise security architectures
• Highly disciplined in pipeline management and forecasting accuracy
• Self-driven, strategic, and comfortable operating in a fast-paced, evolving environment
• Excellent communication, negotiation, and presentation skills
• Willingness to travel across the region as required
• High integrity and professional conduct.
• Job placement is based in New Delhi.

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

Are you purpose-driven?  We are.  At OPSWAT, our purpose is to secure the way of life we all enjoy.  We focus our innovations on protecting IT and Critical Infrastructure, such as Manufacturing, Nuclear facilities, Financial institutions, Governments, Utilities, Higher Education and more.  You’ve probably done some interesting things in your career, but how often can you say you’ve contributed directly to the benefit of our global community with such a positive impact?   

“Critical Infrastructure” refers to a wide variety of systems, including not only traditional on-premise and cloud-based IT systems, but can also include operational technology.   

As a Solution Engineer, you’ll be working alongside a peer group of talented professionals.  Your job will be to uncover the customer’s challenges, orient them on how OPSWAT solves those challenges, and guide them through what it takes to operationalize the solution.  You’ll be required to maintain proficiency in the domains we serve, expertise in the products, and the disposition that makes a customer want to enthusiastically partner with you for their success.  You’ll also enjoy having a voice with the product team, providing highly relevant guidance about product futures learned directly through customer interactions.  

What You Will Be Doing

• Work with AEs and partners to grow OPSWAT business    
• Manage customer requirements, expectations, and solution buy-in   
• Maintain and frequently deliver high-impact demos 
• Manage, deliver, and present detailed responses to RFPs   
• Nurture partner relationships and their technical understanding of OPSWAT  
• Speak at conferences and seminars   
• Conduct workshops, proof of value, and post-sale transitions  

What We Need From You

• Experience supporting sales to Fortune 100/500 Strategic customers 
• A history of developing new and expansion business with customers  
• Comfort in leading discussions with all customer levels (C-level to admin)   
• Strong presentation and demo skills    
• A working knowledge of Cybersecurity use cases and topology, on premise and cloud based 
• Experience installing and troubleshooting enterprise applications  
• Problem-solving abilities; skilled at identifying and resolving customer pain points   

We Value Our Differences  

• We are committed to building a diverse and inclusive team.  If you’re excited about this role but your experience doesn’t align perfectly with every qualification, we encourage you to apply anyway. You may be just the right candidate for this or other roles.  

If this sounds like you, or close to you, I’d love to meet and perhaps build something great together.  

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

The Position

The Solution Engineer will be the primary technical sales resource for our regional sales team, supporting our growing presence across Italy. While this is a remote-first position within Italy, we are specifically looking for a candidate based in Rome to serve as our local technical expert.

In this position, you will identify customer challenges and drive technical alignment between client needs and OPSWAT solutions. As a product and industry expert, you will effectively demonstrate our technology while promoting our corporate vision and strategic approach. You will act as a trusted point of contact for our customers, bridging the gap between technical requirements and the sales process.

Additionally, you will act as a liaison to the engineering team, providing critical field feedback to help shape the future direction of our products. The ideal candidate brings previous experience within a corporate sales environment and a proven track record of supporting large, complex enterprise sales.

What You Will be Doing

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

• Currently residing in Italy, with the ability to support our regional focus in Rome
• 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 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

The Position

The Solution Engineer will be the primary technical sales resource for our Sweden 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

The Position

OPSWAT is seeking a Solution Engineer to serve as a key technical advisor to our Large & Medium Enterprise accounts sales team. Based in Bangalore or Chennai this role will be instrumental in driving technical success across enterprise customers, aligning customer security challenges with OPSWAT’s differentiated solutions. The position reports to the Sales Leader for India.

You will partner closely with Sales, Channel Partners, and Customers to understand business and technical requirements, and position OPSWAT’s capabilities across file security, data sanitization (CDR), vulnerability detection, and critical infrastructure protection.

As a trusted advisor, you will lead technical engagements from discovery through proof-of-concept to deal closure, while effectively communicating OPSWAT’s vision and value proposition.

What You Will Be Doing

Technical Sales & Deal Execution

• Partner with Sales and Channel teams to drive Large enterprise opportunities and revenue growth
• Lead technical discovery, aligning customer challenges with OPSWAT solutions
• Drive technical win strategy and secure customer buy-in throughout the sales cycle
• Support and execute proof-of-concepts (POCs), demos, and technical validations

Customer Engagement & Advisory

• Build strong relationships with stakeholders from CISO to IT administrators
• Position OPSWAT solutions with a focus on risk reduction, compliance, and operational resilience
• Understand customer environments (IT, security, and increasingly OT) and map relevant use cases

Partner Enablement & Ecosystem Support

• Train and enable resellers and system integrators to effectively position and deploy OPSWAT solutions
• Support joint account planning and partner-led opportunities

Execution Excellence

• Lead and deliver high-quality responses to RFPs/RFIs
• Present at industry conferences, seminars, and customer workshops
• Collaborate with Regional Sales Managers (RSMs) on account planning and strategy
• Provide feedback to Product and Engineering teams based on market and customer insights

What We Need From You

• Bachelor’s degree in a technical discipline or equivalent experience
• 10+ years of experience in cybersecurity or networking pre-sales / solution engineering
• Proven track record supporting new business development and exceeding sales targets
• Strong presentation, demo, and storytelling skills
• Solid understanding of networking fundamentals and security architectures
• Hands-on experience installing and troubleshooting applications in Windows and Linux environments
• Ability to engage confidently across technical and executive audiences
• Self-driven, proactive, and comfortable working in a fast-paced, evolving environment
• High level of integrity and professionalism

Nice to Have

• Experience with file security, device security, network security, or related domains
• Knowledge of sandboxing, malware analysis, and threat detection technologies
• Exposure to OT/ICS security environments
• Experience with cloud platforms (AWS, Azure, GCP)
• Familiarity with APIs and integrations
• Scripting skills (Bash, PowerShell, Python)
• Experience with databases (MySQL, MongoDB)
• Network integration experience (Cisco, Juniper, Aruba, etc.)
• Relevant cybersecurity certifications

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).

The Position

The Solution Engineer will be the primary technical sales resource for our French 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. Defence market expereince is highly desirable.
• 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

The Position 

OPSWAT is seeking a Solution Engineer to serve as a key technical advisor to our Large FSI accounts sales team. Based in Mumbai, this role will be instrumental in driving technical success across enterprise customers, aligning customer security challenges with OPSWAT’s differentiated solutions. The position reports to the Sales Leader for India

You will partner closely with Sales, Channel Partners, and Customers to understand business and technical requirements, and position OPSWAT’s capabilities across file security, data sanitization (CDR), vulnerability detection, and critical infrastructure protection.

As a trusted advisor, you will lead technical engagements from discovery through proof-of-concept to deal closure, while effectively communicating OPSWAT’s vision and value proposition.

What You Will Be Doing

Technical Sales & Deal Execution

• Partner with Sales and Channel teams to drive Large enterprise opportunities and revenue growth
• Lead technical discovery, aligning customer challenges with OPSWAT solutions
• Drive technical win strategy and secure customer buy-in throughout the sales cycle
• Support and execute proof-of-concepts (POCs), demos, and technical validations

Customer Engagement & Advisory

• Build strong relationships with stakeholders from CISO to IT administrators
• Position OPSWAT solutions with a focus on risk reduction, compliance, and operational resilience
• Understand customer environments (IT, security, and increasingly OT) and map relevant use cases

Partner Enablement & Ecosystem Support

• Train and enable resellers and system integrators to effectively position and deploy OPSWAT solutions
• Support joint account planning and partner-led opportunities

Execution Excellence

• Lead and deliver high-quality responses to RFPs/RFIs
• Present at industry conferences, seminars, and customer workshops
• Collaborate with Regional Sales Managers (RSMs) on account planning and strategy
• Provide feedback to Product and Engineering teams based on market and customer insights

What We Need From You

• Bachelor’s degree in a technical discipline or equivalent experience
• 10+ years of experience in cybersecurity or networking pre-sales / solution engineering
• Proven track record supporting new business development and exceeding sales targets
• Strong presentation, demo, and storytelling skills
• Solid understanding of networking fundamentals and security architectures
• Hands-on experience installing and troubleshooting applications in Windows and Linux environments
• Ability to engage confidently across technical and executive audiences
• Self-driven, proactive, and comfortable working in a fast-paced, evolving environment
• High level of integrity and professionalism

Nice to Have

• Experience with file security, device security, network security, or related domains
• Knowledge of sandboxing, malware analysis, and threat detection technologies
• Exposure to OT/ICS security environments
• Experience with cloud platforms (AWS, Azure, GCP)
• Familiarity with APIs and integrations
• Scripting skills (Bash, PowerShell, Python)
• Experience with databases (MySQL, MongoDB)
• Network integration experience (Cisco, Juniper, Aruba, etc.)
• Relevant cybersecurity certifications
  

The Position:

The Solution Engineer will be the primary technical sales resource for our Germany 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

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.