Responsibilities
- Develop and execute a global technology partnerships and alliances strategy aligned with OPSWAT’s aggressive growth objectives, ARR targets, and prevention-first cybersecurity philosophy (“Trust no file. Trust no device.”).
- Identify, recruit, and grow strategic technology alliances with infrastructure, storage, backup, cloud, OT/ICS, and cybersecurity vendors.
- Build scalable co-selling, co-marketing, OEM, integration, and go-to-market models that significantly expand market reach and revenue opportunities.
- Develop strategic ecosystem partnerships that can materially accelerate company scale and market penetration.
- Build and strengthen relationships with high-value technology vendors, GSIs, OEMs, and platform providers.
- Expand OPSWAT’s ecosystem of certified integrations, embedded technologies, and strategic interoperability partnerships.
- Develop joint value propositions and integrated solutions that enhance customer outcomes in enterprise, federal, and critical infrastructure environments.
- Drive executive-level engagement and alignment with strategic alliance partners globally.
- Create and execute business plans with alliance partners focused on pipeline generation, revenue growth, and market expansion.
- Lead high-impact partnership and enterprise sales engagements from the front.
- Engage directly with customers, partners, and executive stakeholders in complex, high-technology environments.
- Support strategic deals and large-scale opportunities where partnerships play a critical role in influencing or accelerating revenue.
- Collaborate closely with direct sales teams to ensure alignment between partnerships, alliances, and field execution.
- Oversee and evolve selected channel and partner program initiatives that complement OPSWAT’s direct sales strategy.
- Support key distribution, VAR, and reseller relationships in targeted regions and verticals.
- Ensure channel activities align with broader alliance and ecosystem objectives while minimizing channel conflict.
- Contribute to partner enablement, certifications, incentives, and co-selling frameworks where strategically relevant.
- Build, lead, and mentor a high-performing global partnerships and alliances organization.
- Recruit and develop regional alliance leaders and partner managers across the Americas, EMEA, and APAC.
- Establish KPIs and performance metrics focused on alliance-driven pipeline, revenue contribution, strategic integrations, and partner engagement.
- Foster a high-performance culture centered on accountability, innovation, collaboration, and growth.
- Partner closely with sales, product, marketing, customer success, and executive leadership teams to align partnership initiatives with company objectives.
- Collaborate with product and engineering teams on integrations, joint solutions, and strategic technology alignment.
- Drive joint marketing campaigns, industry events, webinars, and executive engagement initiatives with alliance partners.
- Work with legal and finance teams on partnership agreements, commercial frameworks, and strategic deal structures.
Requirements
- 12+ years of progressive experience in strategic partnerships, alliances, channel leadership, enterprise sales, or business development within cybersecurity, enterprise software, infrastructure, storage, backup, cloud, or OT/ICS sectors.
- Proven success building and scaling global technology partnership ecosystems in high-growth technology companies.
- Strong direct sales background with demonstrated experience leading enterprise sales engagements and selling into complex, high-tech environments.
- Deep understanding of technology alliances, OEM relationships, co-selling motions, integrations, and ecosystem-driven growth strategies.
- Experience working with storage vendors, backup vendors, cybersecurity providers, cloud platforms, infrastructure technologies, and enterprise ecosystems.
- Demonstrated ability to influence C-level stakeholders internally and externally.
- Experience building and leading global teams across multiple regions.
- Strong executive presence, strategic thinking, and operational execution capabilities.
Nice to Have
- Prior experience within cybersecurity, critical infrastructure protection (CIP), OT/ICS, or enterprise security markets.
- Experience developing large-scale alliance ecosystems that materially accelerated company growth.
- Familiarity with enterprise infrastructure, Zero Trust, file security, endpoint protection, and OT cybersecurity environments.
- Experience working with GSIs, OEM partners, and enterprise technology vendors on global go-to-market initiatives.
Work Arrangement
Remote (Worldwide) — Americas, EMEA, APAC
Team
Structure: Global partnerships and alliances organization with regional alliance leaders and partner managers across the Americas, EMEA, and APAC
