What are the responsibilities and job description for the Strategic Channel Account Manager position at OPSWAT?
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 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. 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.
What You Will be Doing
- 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.
What We Need from You
- 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.
Why Join OPSWAT?
- Competitive compensation and performance-based incentives
- Comprehensive benefits package
- Remote-first culture with flexible work arrangements
- Opportunity to work with cutting-edge cybersecurity technologies
- Collaborative and mission-driven team environment
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.