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OPSWAT
, a global leader in IT, OT, and ICS critical infrastructure cybersecurity, delivers an end-to-end platform that gives public and private sector organizations and enterprises the critical advantage needed to protect their complex networks, secure their devices, and ensure compliance. Over the last 20 years our commitment to innovative technology has earned the trust of more than 1,700 organizations, governments, and institutions globally, solidifying our role in protecting the world’s critical infrastructure and securing our way of life.The Position
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. 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.What You Will be Doing
- 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.
What We Need from You
- 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.
Why Join OPSWAT?
- Competitive compensation and performance-based incentives
- Comprehensive benefits package
- Remote-friendly culture with flexible work arrangements
- Opportunity to work with cutting-edge cybersecurity technologies
- Mission-driven team focused on protecting the world’s critical infrastructure
OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws.
Recruiting Agencies: we do not accept unsolicited resumes from third party agencies for any of our open positions. To submit resumes for our jobs, there must be a recruiting contract approved by our legal team and endorsed by both parties. We are currently not accepting additional 3rd party agencies at this time.
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