[Hiring] Global VP of Partnerships / Global Head of Channel @OPSWAT

Role Description

The Global Vice President of Partners at OPSWAT is a senior executive leadership role reporting directly to our Global Head of Sales. This position owns the end-to-end strategy, execution, and growth of OPSWAT's global channel and partner ecosystem.

The role focuses on accelerating revenue through indirect sales channels, expanding market reach (especially in OT/CIP environments), and building a high-performing, differentiated partner program that complements OPSWAT's direct sales motion.

Key Responsibilities

• Develop and Own Global Channel & Partner Strategy.
• Define and execute a comprehensive, multi-tier global go-to-market (GTM) strategy for channels and partnerships aligned with OPSWAT's aggressive growth objectives, ARR targets, and prevention-first cybersecurity philosophy ("Trust no file. Trust no device.").
• Prioritize high-impact segments: critical infrastructure protection (CIP), OT/ICS environments, federal/government, enterprise, and emerging markets.
• Balance partner recruitment, enablement, and optimization to drive partner-sourced pipeline, revenue, and market expansion while minimizing channel conflict with direct sales.
• Lead and Scale the Channel Partner Program.
• Evolve and enhance OPSWAT's existing Channel Partner Program (including tiers, incentives, certifications via OPSWAT Academy, and tools) to make it best-in-class for cybersecurity/CIP.
• Design programs, MDF (market development funds), rebates, SPIFs, deal registration, co-selling frameworks, and performance tiers tailored to partner types (e.g., higher margins/incentives for GSIs handling complex OT deployments).
• Drive partner compliance, certifications, and joint value propositions emphasizing OPSWAT's unique technologies (e.g., Multi-scanning, Deep CDR, vulnerability assessment).

Manage Key Partner Categories

• Distribution : Recruit/expand global distributors to broaden geographic coverage and accelerate volume sales.
• VARs & MSPs : Build a robust reseller network focused on enterprise and mid-market adoption of MetaDefender and related solutions.
• GSIs : Forge strategic relationships with top-tier GSIs for large-scale deployments in critical infrastructure, including joint go-to-market in regulated industries.
• Industrial Control Vendors/OT Partners : Develop co-engineering, bundling, and integration partnerships with ICS/OT hardware/software vendors to embed or complement OPSWAT solutions in industrial environments.
• Advisories/Consultancies : Engage security advisory firms and consultancies for influence, referrals, and co-delivery of assessments/implementations.
• Technology Partnerships : Expand the ecosystem of 100+ certified integrations, OEM embeds, and co-marketing alliances to enhance product value and interoperability.

Team Leadership & Operations

• Build, lead, and mentor a high-performing global channels team (e.g., regional channel managers, partner success managers, program specialists) across Americas, EMEA, APAC.
• Establish KPIs/metrics (e.g., partner-sourced revenue %, pipeline coverage, partner NPS, attach rates, deal registration compliance) and dashboards for tracking performance.
• Oversee partner operations, onboarding, training (via OPSWAT Academy), enablement resources, deal desk support, and conflict resolution.

Cross-Functional Collaboration

• Partner closely with sales, product, marketing, customer success, and federal teams to align channel efforts with overall GTM, product roadmaps, and customer outcomes.
• Drive joint marketing campaigns, events, webinars, and co-selling motions with partners.
• Collaborate with legal/finance on contracts, pricing, and compliance.

Revenue & Growth Accountability

• Own channel revenue quotas and forecasts, targeting significant contribution to total ARR (e.g., scaling partner-sourced revenue as a key growth lever).
• Identify and pursue strategic deals, alliances, and acquisitions in the partner space to accelerate market penetration.

Qualifications

• 12+ years of progressive experience in channel/partner sales and program leadership, with at least 7+ years in senior/global roles (e.g., VP/Director of Channels, Alliances, or Partner Programs).
• Proven track record building/scaling channel ecosystems in cybersecurity, enterprise software, SaaS, or critical infrastructure/OT/ICS sectors.
• Deep understanding of partner types relevant to OPSWAT (distribution, VARs, GSIs, OT vendors, technology alliances).
• Demonstrated success driving double-digit partner-sourced revenue growth and program maturity in high-growth environments.
• Experience in regulated industries (e.g., energy, defense, federal) and familiarity with Zero Trust, file/endpoint security, or OT cybersecurity challenges.
• Strong executive presence; ability to influence C-level stakeholders at partners and internally.

Preferred

• Prior experience at cybersecurity firms focused on prevention, threat detection, or CIP.
• Global experience managing teams across regions (Americas, EMEA, APAC).
• Track record with partner program accreditations (e.g., CRN recognition, as OPSWAT has achieved).

Skills & Competencies

• Strategic thinker with operational execution excellence.
• Exceptional relationship-building and negotiation skills.
• Data-driven; proficient in CRM, partner portals, and analytics tools.
• Strong communicator and presenter (internal/external).
• Ability to thrive in a fast-paced, innovative cybersecurity company committed to protecting critical infrastructure.