Strategic Channel Account Manager, Opswat
+ Performance-based incentives
Cyber protection for critical infrastructure
Job no longer available
Cyber protection for critical infrastructure
501-1000 employees
Job no longer available
+ Performance-based incentives
501-1000 employees
Company mission
To eliminate malware and zero-day attacks.
Role
Who you are
- The ideal candidate has a strong background in cybersecurity, a proven ability to grow pipeline through strategic alliances, and a passion for building long-term, high-impact partnerships
- Minimum 7 years of experience in strategic channel sales or partner management, preferably in cybersecurity
- Demonstrated success in growing pipeline and revenue through strategic partnerships
- Experience working with cybersecurity VARs or OEMs is strongly preferred
- Strong business acumen and ability to engage with partners at the executive level
- Deep understanding of indirect sales models, partner programs, and joint GTM strategies
- Excellent communication, negotiation, and relationship-building skills
- Ability to work independently in a fast-paced, remote environment
- Bachelor’s degree in Business, Marketing, or a related field; MBA is a plus
What the job involves
- We are seeking a seasoned Strategic Channel Account Manager to lead and expand OPSWAT’s relationships with key strategic partners across the U.S. This role is focused on deepening engagement with top-tier Value-Added Resellers (VARs), Managed Service Providers (MSPs), and OEMs to drive joint business outcomes
- Develop and execute strategic partner plans to drive revenue growth and market expansion
- Cultivate executive-level relationships with key partners to align on joint go-to-market strategies
- Lead business planning sessions, QBRs, and co-marketing initiatives with strategic partners
- Identify and nurture new strategic opportunities within existing partner ecosystems
- Collaborate cross-functionally with sales, marketing, product, and technical teams to support partner success
- Track and report on partner performance, pipeline development, and strategic milestones
- Represent OPSWAT at partner summits, industry events, and executive briefings
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 in 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
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 HQ
Westshore, Tampa, FL
Leadership
Benny Czarny
(CEO)Previously Engineering Manager at BindView before founding OPSWAT in 2004.
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