Global VP of Technology & Partnerships

OPSWAT, a global leader in IT, OT, and ICSc 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 (for example, the Meta Defender platform for file security, deep CDR, endpoint protection, OT/ICS security, and zero‑trust access), trusted by thousands of organizations worldwide in high‑stakes sectors such as energy, defense, federal government, manufacturing, and transportation.

• 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 ("Trust no file. Trust no device.").
• Prioritize high‑impact segments: critical infrastructure protection (CIP), OT/ICS environments, federal/government, enterprise, and emerging markets.
• Balance partner recruitment, enablement, and optimization to drive partner‑sourced pipeline, revenue, and market expansion while minimizing channel conflict with direct sales.
• Lead and scale the channel partner program.
• Evolve and enhance OPSWAT’s existing channel partner program (including tiers, incentives, certifications via OPSWAT Academy, and tools) 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 (for example, higher margins/incentives for GSIs handling complex OT deployments).
• Drive partner compliance, certifications, and joint value propositions emphasizing OPSWAT’s unique technologies (for example, multi‑scanning, deep CDR, vulnerability assessment).

• Distribution: Recruit/expand global distributors to broaden geographic coverage and accelerate volume sales.
• VARs & MSPs: Build a robust reseller network focused on enterprise and mid‑market adoption of Meta Defender and related solutions.
• GSIs: Forge strategic relationships with top‑tier GSIs for large‑scale deployments in critical infrastructure, including joint GTM in regulated industries.
• Industrial Control Vendors/OT Partners: Develop co‑engineering, bundling, and integration partnerships with ICT/OT hardware/software vendors to embed or complement OPSWAT solutions in industrial environments.
• Advisories/Consultancies: Engage security advisory firms and consultancies for influence, referrals, and co‑delivery of assessments/implementations.
• Technology Partnerships: Expand the ecosystem of 100+ certified integrations, OEM embeds, and co‑marketing alliances to enhance product value and interoperability.

• Build, lead, and mentor a high‑performing global channels team (regional channel managers, partner success managers, program specialists) across Americas, EMEA, and APAC.
• Establish KPIs/metrics (for example, partner‑sourced revenue %, pipeline coverage, partner NPS, attach rates, deal registration compliance) and dashboards for tracking performance.
• Oversee partner operations, onboarding, training (via OPSWAT Academy), enablement resources, deal desk support, and conflict resolution.

• 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…