At a Glance
- Tasks: Lead global channel strategy and partner ecosystem for cutting-edge cybersecurity solutions.
- Company: Join OPSWAT, a leader in critical infrastructure cybersecurity with a strong global presence.
- Benefits: Competitive salary, remote work options, and opportunities for professional growth.
- Other info: Dynamic role with significant revenue accountability and global team management.
- Why this job: Make a real impact in cybersecurity while working with top-tier partners worldwide.
- Qualifications: 12+ years in channel sales with a focus on cybersecurity and partner program leadership.
The predicted salary is between 120000 - 150000 € 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. OPSWAT is a leading provider of critical infrastructure cybersecurity solutions, including advanced threat prevention, 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.
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. Balance partner recruitment, enablement, and optimisation to drive partner-sourced pipeline, revenue, and market expansion while minimising channel conflict with direct sales.
- 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. Drive partner compliance, certifications, and joint value propositions emphasising OPSWAT's unique technologies.
- Manage Key Partner Categories: Recruit/expand global distributors to broaden geographic coverage and accelerate volume sales; build a robust reseller network focused on enterprise and mid-market adoption of MetaDefender and related solutions; forge strategic relationships with top-tier GSIs for large-scale deployments in critical infrastructure; develop co-engineering, bundling, and integration partnerships with ICS/OT hardware/software vendors; engage security advisory firms and consultancies for influence, referrals, and co-delivery of assessments/implementations; expand the ecosystem of 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 across Americas, EMEA, APAC. 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. 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. Identify and pursue strategic deals, alliances, and acquisitions in the partner space to accelerate market penetration.
- 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/OT/ICS 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 at partners and internally.
- Prior experience at cybersecurity firms focused on prevention, threat detection, or CIP.
- Global experience managing teams across regions.
- Track record with partner program accreditations.
- 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 Technology & Partnerships in London employer: OPSWAT
At OPSWAT, we pride ourselves on being a leading employer in the cybersecurity sector, offering a dynamic work environment that fosters innovation and collaboration. Our commitment to employee growth is evident through comprehensive training programs and leadership opportunities, ensuring that our team members are equipped to excel in their roles. With a strong focus on protecting critical infrastructure globally, working at OPSWAT not only provides a rewarding career but also the chance to make a significant impact in safeguarding our way of life.
StudySmarter Expert Advice🤫
We think this is how you could land Global VP of Technology & Partnerships in London
✨Tip Number 1
Network like a pro! Attend industry events, webinars, and meetups to connect with key players in the cybersecurity space. Building relationships can open doors that a CV just can't.
✨Tip Number 2
Leverage LinkedIn to showcase your expertise. Share insights, engage with posts, and connect with professionals in the field. A strong online presence can make you stand out to potential employers.
✨Tip Number 3
Prepare for interviews by researching OPSWAT's products and their impact on critical infrastructure. Show them you understand their mission and how you can contribute to their growth.
✨Tip Number 4
Don't forget to apply through our website! It’s the best way to ensure your application gets noticed. Plus, it shows you're genuinely interested in joining the team at OPSWAT.
We think you need these skills to ace Global VP of Technology & Partnerships in London
Some tips for your application 🫡
Tailor Your Application:Make sure to customise your CV and cover letter for the Global VP of Technology & Partnerships role. Highlight your experience in channel sales and partnerships, especially in cybersecurity, to show us you’re the right fit for OPSWAT.
Showcase Your Achievements:Don’t just list your responsibilities; we want to see your impact! Use numbers and specific examples to demonstrate how you've driven partner-sourced revenue growth or scaled channel ecosystems in your previous roles.
Be Authentic:Let your personality shine through in your application. We value authenticity, so don’t be afraid to share your passion for cybersecurity and how it aligns with OPSWAT's mission to protect critical infrastructure.
Apply Through Our Website:We encourage you to apply directly through our website. It’s the best way for us to receive your application and ensures you’re considered for this exciting opportunity at OPSWAT!
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 Leadership Skills
As a Global VP, you'll need to demonstrate your ability to lead and mentor teams. Prepare examples of how you've built high-performing teams in the past, particularly in channel sales or partner ecosystems. Highlight your strategic thinking and operational execution skills.
✨Understand the Market Landscape
Familiarise yourself with the current trends in cybersecurity, especially in OT/ICS environments. Be ready to discuss how you would approach expanding OPSWAT's market reach and building partnerships in these sectors. Showing that you’re up-to-date will impress the interviewers.
✨Prepare for Scenario Questions
Expect to face scenario-based questions that assess your problem-solving abilities. Think about challenges you've faced in previous roles related to partner management or channel strategy, and be ready to explain how you overcame them. This will showcase your practical experience and strategic mindset.
