Global VP of Partnerships / Global Head of Channel

Описание вакансии

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 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. OPSWAT is a leading provider of critical infrastructure cybersecurity solutions, including advanced threat prevention (e.g., MetaDefender platform for file security, deep CDR, endpoint protection, OT/ICS security, and zero-trust access), trusted by thousands of organizations worldwide in high-stakes sectors like energy, defense, federal government, manufacturing, and transportation.

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. You will lead strategy and operations for a diverse partner landscape, including distribution partners, Value-Added Resellers (VARs), Global System Integrators (GSIs), Industrial Control System (ICS)/OT vendors, advisories/consultancies, and technology alliances/partners (e.g., integrations and co-selling).

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 & Experience
• 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.

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.