Senior Manager of OEM Sales, Opswat
Technology/Product Partnerships
Cyber protection for critical infrastructure
Be an early applicant
Cyber protection for critical infrastructure
501-1000 employees
Be an early applicant
501-1000 employees
Company mission
To eliminate malware and zero-day attacks.
Role
Who you are
- This is a high-impact role ideal for someone who thrives in a technical, consultative sales environment and can bridge the gap between product architecture and business value for OEM partners
- 7–10 years of experience in enterprise software or OEM sales, ideally within cybersecurity, cloud, or endpoint security
- Strong technical foundation — ability to discuss APIs, integrations, and architecture with technical counterparts. A degree in Computer Science, Engineering, or a related field is strongly preferred
- Proven success in building and closing OEM or to a lesser degree channel partnerships with measurable revenue impact
- A hunter mindset with exceptional ability to identify whitespace opportunities and drive business from concept to contract
- Experience working cross-functionally with technical and business teams in fast-moving, high-growth organizations
- Strategic and analytical thinker with strong business acumen and negotiation skills
- Excellent written, verbal, and presentation abilities — comfortable interfacing with both executives and engineers
What the job involves
- We’re looking for a highly driven and technically adept sales professional to accelerate our OEM partnerships with leading technology companies worldwide
- In this role, you’ll collaborate closely with our VP of Global OEM Sales to identify, develop, and expand strategic OEM relationships that drive revenue and strengthen our presence in the cybersecurity ecosystem
- Own the full sales cycle for complex OEM partnerships — from prospecting and technical discovery through negotiation and long-term relationship management
- Develop and execute go-to-market strategies targeting OEMs across key domains such as endpoint security, VPN, SASE/ZTNA, DEX, EPS, and threat detection/prevention
- Collaborate cross-functionally with Engineering, Product, Finance and Legal teams to design integration models, licensing agreements, and scalable partnership structures
- Understand and communicate technical value, aligning partner needs with OPSWAT product capabilities, APIs, and SDKs
- Identify and qualify new technology OEM opportunities, including cloud service providers, security vendors, MSPs, and Telcos
- Act as a technical liaison during sales discussions, ensuring product integrations and business terms meet both technical and commercial objectives
- Contribute to long-term partnership growth, leveraging data insights and feedback to strengthen solution adoption and renewals
- You’ll be part of a growing global team that’s redefining how technology companies embed advanced cybersecurity capabilities into their products. This is your opportunity toown complex, high-value partnerships and help shape the direction of our OEM strategy at a pivotal stage of growth
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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