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- Tasks: Lead global partnerships and channel strategies to drive cybersecurity solutions.
- Company: Join OPSWAT, a leader in critical infrastructure cybersecurity.
- Benefits: Competitive salary, diverse team, and opportunities for professional growth.
- Other info: Dynamic work environment with a commitment to diversity and inclusion.
- Why this job: Make a real impact in protecting the world's critical infrastructure.
- Qualifications: 12+ years in channel sales with a strong track record in cybersecurity.
The predicted salary is between 120000 - 150000 ÂŁ per year.
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. 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. Prioritise high‑impact segments: critical infrastructure protection (CIP), OT/ICS environments, federal/government, enterprise, and emerging markets.
- Lead and Scale the Channel Partner Program: Evolve and enhance OPSWAT's existing Channel Partner Program 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.
- Manage Key Partner Categories: Recruit/expand global distributors, build a robust reseller network, forge strategic relationships with top‑tier GSIs, develop co‑engineering partnerships, engage security advisory firms, and expand the ecosystem of certified integrations.
- Team Leadership & Operations: Build, lead, and mentor a high‑performing global channels team. Establish KPIs/metrics and dashboards for tracking performance. Oversee partner operations, onboarding, training, 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.
- Revenue & Growth Accountability: Own channel revenue quotas and forecasts, targeting significant contribution to total ARR. Identify and pursue strategic deals, alliances, and acquisitions in the partner space.
Qualifications & Experience:
- 12+ years of progressive experience in channel/partner sales and program leadership, with at least 7+ years in senior/global roles.
- Proven track record building/scaling channel ecosystems in cybersecurity, enterprise software, SaaS, or critical infrastructure sectors.
- Deep understanding of partner types relevant to OPSWAT.
- Demonstrated success driving double‑digit partner‑sourced revenue growth and program maturity in high‑growth environments.
- Experience in regulated industries and familiarity with Zero Trust, file/endpoint security, or OT cybersecurity challenges.
- Strong executive presence; ability to influence C‑level stakeholders.
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.
- Ability to thrive in a fast‑paced, innovative cybersecurity company committed to protecting critical infrastructure.
Global VP of Partnerships / Global Head of Channel employer: OPSWAT
Contact Detail:
OPSWAT Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Global VP of Partnerships / Global Head of Channel
✨Tip Number 1
Network like a pro! Get out there and connect with industry folks on LinkedIn or at events. The more people you know, the better your chances of landing that VP role.
✨Tip Number 2
Show off your expertise! Share insights about channel strategies or cybersecurity trends on social media. This positions you as a thought leader and can catch the eye of recruiters.
✨Tip Number 3
Don’t just apply; engage! When you find a role that excites you, reach out to current employees or hiring managers. A personal touch can make all the difference in getting noticed.
✨Tip Number 4
Use our website to apply! We’ve got a streamlined process that makes it easy for you to showcase your skills and experience. Plus, it shows you’re serious about joining our team!
We think you need these skills to ace Global VP of Partnerships / Global Head of Channel
Some tips for your application 🫡
Tailor Your Application: Make sure to customise your CV and cover letter to reflect the specific skills and experiences that align with the Global VP of Partnerships role. Highlight your achievements in channel strategy and partner ecosystems, as this will show us you understand what we're looking for.
Showcase Your Leadership Skills: As a senior executive role, we want to see your leadership experience shine through. Share examples of how you've built and led high-performing teams, especially in the cybersecurity or critical infrastructure sectors. This will help us envision you in the role.
Be Data-Driven: We love numbers! Include metrics and KPIs from your previous roles that demonstrate your success in driving partner-sourced revenue growth. This will give us a clear picture of your impact and how you can contribute to our goals.
Apply Through Our Website: Don't forget to submit your application through our website! It’s the best way for us to receive your details and ensures you’re considered for the role. Plus, it shows us you're keen on joining the OPSWAT team!
How to prepare for a job interview at OPSWAT
✨Know Your Stuff
Before the interview, dive deep into OPSWAT's products and services, especially their cybersecurity solutions. Understand the MetaDefender platform and how it fits into critical infrastructure protection. This knowledge will help you speak confidently about how your experience aligns with their needs.
✨Showcase Your Strategy Skills
Prepare to discuss your previous experiences in developing channel strategies. Be ready to share specific examples of how you've successfully built and scaled partner ecosystems, particularly in cybersecurity or related fields. Highlight your ability to drive revenue through indirect sales channels.
✨Build Relationships
Emphasise your relationship-building skills during the interview. OPSWAT values strong partnerships, so be prepared to discuss how you've fostered relationships with various partner types, including GSIs and VARs. Share stories that demonstrate your negotiation skills and ability to influence stakeholders.
✨Align with Their Vision
Familiarise yourself with OPSWAT's prevention-first philosophy and their commitment to protecting critical infrastructure. During the interview, express how your vision aligns with theirs and how you can contribute to their growth objectives. This alignment will show that you're not just a fit for the role, but also for the company culture.