OPSWAT is looking to accelerate its OEM partnerships with leading technology companies worldwide to drive revenue and strengthen its presence in the cybersecurity ecosystem.
Requirements
- Strong technical foundation — ability to discuss APIs, integrations, and architecture with technical counterparts.
- Proven success in building and closing OEM or to a lesser degree channel partnerships with measurable revenue impact.
- Experience working cross-functionally with technical and business teams in fast-moving, high-growth organizations.
Responsibilities
- Own the full sales cycle for complex OEM partnerships — from prospecting and technical discovery through negotiation and long-term relationship management.
- Develop and execute go-to-market strategies targeting OEMs across key domains such as endpoint security, VPN, SASE/ZTNA, DEX, EPS, and threat detection/prevention.
- Collaborate cross-functionally with Engineering, Product, Finance and Legal teams to design integration models, licensing agreements, and scalable partnership structures.
- Understand and communicate technical value, aligning partner needs with OPSWAT product capabilities, APIs, and SDKs.
- Identify and qualify new technology OEM opportunities, including cloud service providers, security vendors, MSPs, and Telcos.
- Act as a technical liaison during sales discussions, ensuring product integrations and business terms meet both technical and commercial objectives.
- Contribute to long-term partnership growth, leveraging data insights and feedback to strengthen solution adoption and renewals.
Other
- 7–10 years of experience in enterprise software or OEM sales, ideally within cybersecurity, cloud, or endpoint security.
- A hunter mindset with exceptional ability to identify whitespace opportunities and drive business from concept to contract.
- Strategic and analytical thinker with strong business acumen and negotiation skills.
- Excellent written, verbal, and presentation abilities — comfortable interfacing with both executives and engineers.
- The base pay for this position is dependent on location, as outlined below, as well as the candidate's knowledge, skills, and experience.
