Channel Sales Manager, Opswat
+ Performance-based incentives
More information about location
Cyber protection for critical infrastructure
Open for applications
Cyber protection for critical infrastructure
501-1000 employees
Open for applications
+ Performance-based incentives
More information about location
501-1000 employees
Company mission
To eliminate malware and zero-day attacks.
Role
Who you are
- This role requires a deep understanding of channel sales strategies, excellent communication skills, and the ability to work collaboratively across departments to achieve business goals
- If you are a results-oriented Channel Sales Manager with a passion for building and managing successful partner relationships, we encourage you to apply. Join our team and contribute to our mission
- Bachelor’s degree in Business, Marketing, or a related field; MBA is a plus
- Minimum of 5 years of experience in channel sales or partner management in Cyber Security (IT and OT). Experience with GSIs a plus
- Proven track record of achieving sales targets and driving revenue growth through channel partners
- Strong understanding of channel sales strategies, partner ecosystems, and market dynamics
- Excellent communication, negotiation, and relationship-building skills
- Ability to work independently and collaboratively in a fast-paced, dynamic environment
- Proficiency in Salesforce and other sales tools
What the job involves
- The ideal candidate will be responsible for developing and executing a strategic plan to expand our partner ecosystem, drive sales growth through the channel, and strengthen relationships with existing partners
- Develop and implement a comprehensive channel sales strategy to meet or exceed revenue targets
- Identify, recruit, and onboard new channel partners to expand the partner ecosystem
- Create and manage partner business plans, including sales targets, marketing activities, and joint initiatives
- Build and maintain strong, long-lasting relationships with key partners
- Act as the primary point of contact for channel partners, addressing any issues and providing ongoing support
- Conduct regular business reviews with partners to assess performance, identify growth opportunities, and align on strategic goals
- Provide partners with the necessary training, tools, and resources to effectively sell our products and solutions
- Develop and deliver sales presentations, product demonstrations, and training sessions to partners
- Create and maintain a library of sales and marketing collateral to support partner activities
- Monitor partner sales performance, analyzing key metrics and KPIs to identify trends and areas for improvement
- Prepare regular reports on channel performance, providing insights and recommendations to senior management
- Collaborate with internal teams to ensure partners have the necessary resources and support to achieve their targets
- Work closely with marketing, product management, and customer support teams to align channel strategies with overall business objectives
- Participate in the development of channel marketing programs and campaigns to drive partner engagement and sales
- Provide feedback to internal teams on partner needs, market trends, and competitive intelligence
- Identify and explore new market opportunities and segments for channel growth
- Develop strategies to penetrate new markets and increase market share through channel partners
Our take
Cyberattacks are becoming more sophisticated. For example, zero-day cyberattacks leverage vulnerabilities that are unknown even to the users and creators of a system. Tens of billions of dollars are being invested into protection, but OPSWAT delivers security solutions that nip the need for extra cyber defence in the bud.
The company's products focus on threat prevention, enacting a zero-trust mentality to ensure that technology systems are watertight from threats. For example, OPSWAT's MetaDefender platform incorporates advanced malware threat protection to detect vulnerable files and emails, as well as software, before it is even installed.
It’s this philosophy of “Trust No File, Trust No Device” that makes OPSWAT such a robust partner for the likes of AMEX and the United States Department of Justice. In addition to cyber protection products, the company also helps train future cyber defenders through its academy, which has trained 70,000 professionals so far.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Few candidates hear
back within 2 weeks
Company
Funding (1 round)
Mar 2021
$125m
GROWTH EQUITY VC
Total funding: $125m
Company benefits
- Excellent insurance programs
- Stock options
- Multifaceted reward program
- Quarterly & annual reviews
- Personalizing appreciation
- Flexible-work arrangements
- Company / Team outings
- Generous PTO policies
- Green, clean office space
- Workout exercise & sports
- Friendly work environment
Company values
- Mission focused - We come to work each day to protect the critical infrastructure that supports our way of life. We are committed to providing our customers with cybersecurity solutions that are the first line of defense against those who wish to hold it hostage
- Stronger together - We respect the unique knowledge and experience of every team member. Teamwork is at our core. Creative thinking and insightful solutions are born from our differences
- Work together with integrity
- Strive for excellence - We are passionate about technology and apply a courageous, entrepreneurial mindset to everything we do. We set our standards high and constantly challenge our assumptions to find new ways to solve problems
- Customer driven - We approach challenges with solutions that are elegant in their usability, powerful in their capabilities, and swift to meet our customers’ needs and the most difficult challenges head-on
Company HQ
Westshore, Tampa, FL
Articles
Leadership
Benny Czarny
(CEO)Previously Engineering Manager at BindView before founding OPSWAT in 2004.
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