Technology Alliances Manager - ISV & OEM Programs

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.

OPSWAT is investing heavily in MetaDefender Cloud and its threat‑intelligence platform—multiscanning, adaptive sandbox analysis, our reputation and IOC data, and the filescan.io and metadefender.com community. To turn that technology into ecosystem reach, we are hiring a Technology Alliances Manager to own and build out our ISV program from the ground up, alongside scaling our OEM licensing business. This is a hands‑on, field‑facing role for someone who is as comfortable running a business‑development motion—sourcing, qualifying and closing new partnerships—as they are managing one once it’s signed.

You will own the ISV program end to end: build the program itself (structure, tiers, enablement and go‑to‑market), generate and convert a pipeline of new ISV and OEM partners, drive OEM licensing of our engines and threat‑intelligence feeds, produce the technical marketing that makes joint solutions real, represent OPSWAT at industry and field events, and manage the licensing and royalty relationships that follow. You will work across Product, Engineering, Threat Intelligence, Sales and Marketing, and be based in the United Kingdom or Romania with the willingness to travel internationally to fully engage our partners and the community.

What You Will be Doing

• Business Development & Pipeline Generation: Proactively identify, prospect and qualify new ISV and OEM opportunities across the cybersecurity and enterprise‑software ecosystem. Build and manage a partnership pipeline from first outreach through signed agreement, and represent OPSWAT in early‑stage business‑development conversations that assess strategic fit, technical feasibility and commercial potential.
• ISV Program Ownership & Integrations: Own and build out OPSWAT’s ISV and certified‑integration program end to end—from program design through execution. Recruit, onboard and grow ISV and technology partners that embed OPSWAT APIs (multiscanning, DeepCDR, adaptive sandbox, reputation and IOC data), and own the technical integration lifecycle, program tiers, enablement, documentation and go‑to‑market as the program’s single owner.
• OEM & Data / Feed Licensing: Drive OEM licensing of OPSWAT engines, sandbox and threat‑intelligence feeds to other technology vendors. Structure, negotiate and manage licensing and royalty agreements, and own the ongoing commercial relationship—reporting, reconciliation, renewals and growth of each royalty stream.
• Technical Marketing & Field Engagement: Create joint solution briefs, reference architectures, integration guides, demos and webinars. Represent OPSWAT at conferences, partner summits and field events; deliver technical presentations and run partner workshops that move integrations forward.
• Marketplace & Co‑Sell: Publish and grow OPSWAT listings on cloud marketplaces (e.g., Microsoft Azure) and drive co‑sell motions with strategic platform partners.
• Cross‑Functional Leadership: Partner with Product and Engineering to shape the integration roadmap and API/SDK needs, channel partner and market signals back into the product, and align with Sales on partner‑sourced and partner‑influenced pipeline.
• Program Operations: Define partner‑program metrics, track the integration and OEM pipeline, and report on alliance‑sourced revenue and royalty performance.

What We Need from You

• 5+ years in technology alliances, partnerships, ISV/OEM programs, technical business development, or partner/solutions engineering—in cybersecurity or enterprise software.
• A track record of hands‑on business development—sourcing, qualifying and progressing new partnership opportunities yourself, not just managing accounts that already exist.
• A proven track record building or scaling an ISV or OEM / technology‑partner program end to end, ideally as the program’s sole or founding owner.
• Strong technical fluency: comfortable discussing APIs, SDKs, integrations, cloud deployment and security workflows with partner engineers and architects.
• Experience negotiating and managing OEM and licensing agreements, including royalty / revenue‑share structures and their ongoing management.
• Excellent communication and presentation skills; credible with both partner engineers and executives.
• Willingness and ability to travel internationally (~30‑50%) for field events, partner meetings and conferences.
• Based in, and authorized to work in, the United Kingdom or Romania.