Global VP of Partnerships / Global Head of Channel

OPSWAT Inc.

Job Overview

Location

AMER - Remote; London, England, United Kingdom

Job Type

Full-time

Full Job Description

📋 Description

• The Global VP of Partnerships / Global Head of Channel at OPSWAT is a senior executive leadership role reporting directly to the Global Head of Sales, responsible for owning the end-to-end strategy, execution, and growth of OPSWAT’s global channel and partner ecosystem to accelerate revenue through indirect sales channels and expand market reach, especially in OT/CIP environments.
• Day to day, the role involves developing and owning global channel and partner strategy, defining and executing a multi-tier global go-to-market strategy aligned with aggressive growth objectives and ARR targets, prioritizing high-impact segments like critical infrastructure protection and federal/government, balancing partner recruitment and enablement to drive partner-sourced pipeline while minimizing channel conflict, leading and scaling the channel partner program by evolving tiers, incentives, certifications via OPSWAT Academy, and tools, designing MDF, rebates, SPIFs, deal registration, and co-selling frameworks tailored to partner types, driving partner compliance and joint value propositions emphasizing OPSWAT’s unique technologies, managing key partner categories including distribution, VARs/MSPs, GSIs, Industrial Control Vendors/OT Partners, advisories/consultancies, and technology partnerships, building and mentoring a high-performing global channels team across Americas, EMEA, APAC, establishing KPIs and dashboards for tracking performance, overseeing partner operations, onboarding, training, enablement resources, and deal desk support, collaborating cross-functionally with sales, product, marketing, customer success, and federal teams to align channel efforts with overall GTM and product roadmaps, driving joint marketing campaigns and co-selling motions, and owning channel revenue quotas and forecasts targeting significant contribution to total ARR.
• OPSWAT is a global leader in IT, OT, and ICS critical infrastructure cybersecurity, delivering an end-to-end platform that protects complex networks, secures devices, and ensures compliance for over 1,700 organizations, governments, and institutions worldwide, with a 20-year commitment to innovative technology earning trust in high-stakes sectors like energy, defense, federal government, manufacturing, and transportation.
• In this role, the person can learn and achieve scaling a best-in-class cybersecurity channel program, driving double-digit partner-sourced revenue growth, building strategic alliances with GSIs and OT vendors, influencing C-level stakeholders at partners and internally, gaining deep expertise in Zero Trust and critical infrastructure protection, and contributing to OPSWAT’s mission of securing the world’s critical infrastructure through a differentiated, high-performing partner ecosystem.

🎯 Requirements

• 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

🏖️ Benefits

• Opportunity to lead and scale a global channel partner program at a trusted leader in critical infrastructure cybersecurity
• Direct impact on revenue growth through indirect sales channels and market expansion in high-stakes sectors like energy, defense, and federal government
• Work with a diverse global partner ecosystem including distributors, VARs, GSIs, OT vendors, advisories, and technology alliances
• Collaborate cross-functionally with sales, product, marketing, and customer success teams to align GTM strategies
• Access to OPSWAT Academy and resources for partner enablement, training, and certification programs
• Remote work flexibility with global team leadership across Americas, EMEA, and APAC regions

Skills & Technologies

Remote

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OPSWAT Inc.

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About OPSWAT Inc.

OPSWAT is a global cybersecurity company that provides solutions to protect organizations from malware and zero-day threats. Their technology focuses on deep content inspection, vulnerability management, and threat intelligence. OPSWAT's platform is used by governments and enterprises worldwide to secure their IT infrastructure, including endpoints, networks, and cloud environments. They offer a comprehensive suite of products designed to detect, prevent, and remediate cyber threats, ensuring data security and operational continuity. The company's core mission is to foster a secure digital world by delivering advanced cybersecurity technologies and services.

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