Strategic Channel Account Manager – Industrial Control Vendors (ICVs)

Strategic Channel Account Manager – Industrial Control Vendors (ICVs)

Protecting the World’s Critical Infrastructure

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 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. Related jobs

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• Work with the OPSWAT sales team as well as partners to drive Enterprise business
• Manage customer requirements, expectations, and solution buy-in
• Build customer’s confidence and awareness in our products / solutions
• Manage, deliver, and present detailed responses to industry RFPs
• Train and certify resellers and partners
• Present at Conferences and Seminars
• Support proof of concepts, implementations and installs as needed to successfully satisfy customer requirements What We Need From You
• 5+ years of cybersecurity or networking software sales engineering or technical sales experience
• Excellent track record in developing new business and meeting / exceeding sales targets
• Comfortable leading discussions within the cybersecurity domain to all customer levels (CISO to IT administrator)
• Strong presentation and application demo skills
• Experience installing and troubleshooting enterprise applications in Windows and Linux environments
• A self-motivator who thrives on identifying and resolving customer pain points. It Would Be Nice If You Had
• Experience in enterprise software or networking solutions, ideally within the network or device security space
• Knowledge of Sandbox and anti-malware products and markets The Solutions Engineer will be the primary technical sales resource for our regional sales team and will assist in identifying customer challenges and driving technical alignment between customer needs and the OPSWAT solutions. You will serve as a product and industry expert, effectively describing and demonstrating our solution as well as promoting our vision and approach. You will be a trusted point of contact for our customers while advancing the sales process. Are you purpose-driven? We are, and our vision is to secure the way of life we all enjoy. This is infused into every role at OPSWAT. We focus our innovations on protecting the most critical infrastructure there is, which means there is tremendous impact in what we do. You’ve probably done some interesting things in your career, but how often can you say you’ve directly contributed to the benefit of our global community?

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