Strategic Channel Account Manager, Opswat
Industrial Control Vendors
+ Performance-based incentives
Cyber protection for critical infrastructure
Be an early applicant
Cyber protection for critical infrastructure
501-1000 employees
Be an early applicant
+ Performance-based incentives
501-1000 employees
Company mission
To eliminate malware and zero-day attacks.
Role
Who you are
- The ideal candidate has deep experience in channel sales, a strong understanding of industrial cybersecurity, and a proven ability to drive joint business outcomes with strategic partners
- Minimum 7 years of experience in channel sales, strategic partnerships, or business development in cybersecurity or industrial technology
- Proven success in growing pipeline and revenue through strategic partner engagement
- Experience working with Industrial Control Vendors (ICVs) or in OT/ICS environments is strongly preferred
- Strong understanding of industrial cybersecurity, critical infrastructure protection, and compliance frameworks
- Excellent communication, negotiation, and relationship-building skills
- Ability to work independently in a remote-first, fast-paced environment
- Bachelor’s degree in a related field; MBA or OT technical certifications are a plus
What the job involves
- We are seeking a highly experienced Strategic Channel Account Manager to lead OPSWAT’s engagement with Industrial Control Vendors (ICVs)
- This role is pivotal in expanding our footprint in industrial cybersecurity by building and nurturing strategic alliances with ICVs who play a critical role in securing operational technology (OT) environments
- Develop and execute strategic plans to engage and grow partnerships with key ICVs
- Build executive-level relationships with industrial vendors to align on joint go-to-market strategies
- Drive partner enablement, co-selling initiatives, and joint solution development
- Collaborate with product, marketing, and technical teams to support partner integration and success
- Identify new opportunities for OPSWAT solutions within industrial ecosystems
- Track and report on partner performance, pipeline growth, and strategic milestones
- Represent OPSWAT at industrial cybersecurity events, partner summits, 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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