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 VP of Technology Partnerships & Alliances will lead OPSWAT’s global ecosystem strategy focused primarily on building, scaling, and monetizing strategic technology partnerships and alliances that accelerate revenue growth, expand market reach, and strengthen OPSWAT’s position within critical infrastructure protection (CIP), cybersecurity, and OT environments.
This executive leader will drive high-impact relationships with technology vendors, infrastructure providers, storage and backup vendors, OEM partners, global system integrators (GSIs), and strategic alliance partners. The role requires a commercially driven leader with strong direct sales experience who can lead from the front, engage in complex enterprise sales motions, and build scalable partnership models capable of significantly accelerating company growth.
While the role maintains ownership of channel strategy and partner ecosystem alignment, the primary focus is on technology alliances and strategic partnerships, with approximately 20% dedicated to traditional channel responsibilities.
This is a highly visible global leadership role responsible for building and leading an international partnerships organization across the Americas, EMEA, and APAC.
Key Responsibilities
Develop & Execute Global Technology Partnership Strategy
- Define and execute a global technology partnerships and alliances strategy aligned with OPSWAT’s aggressive growth objectives, ARR targets, and prevention-first cybersecurity philosophy (“Trust no file. Trust no device.”).
- Identify, recruit, and grow strategic technology alliances with infrastructure, storage, backup, cloud, OT/ICS, and cybersecurity vendors.
- Build scalable co-selling, co-marketing, OEM, integration, and go-to-market models that significantly expand market reach and revenue opportunities.
- Develop strategic ecosystem partnerships that can materially accelerate company scale and market penetration.
Lead Strategic Alliances & Technology Ecosystem Growth
- Build and strengthen relationships with high-value technology vendors, GSIs, OEMs, and platform providers.
- Expand OPSWAT’s ecosystem of certified integrations, embedded technologies, and strategic interoperability partnerships.
- Develop joint value propositions and integrated solutions that enhance customer outcomes in enterprise, federal, and critical infrastructure environments.
- Drive executive-level engagement and alignment with strategic alliance partners globally.
- Create and execute business plans with alliance partners focused on pipeline generation, revenue growth, and market expansion.
Commercial Leadership & Direct Sales Engagement
- Lead high-impact partnership and enterprise sales engagements from the front.
- Engage directly with customers, partners, and executive stakeholders in complex, high-technology environments.
- Support strategic deals and large-scale opportunities where partnerships play a critical role in influencing or accelerating revenue.
- Collaborate closely with direct sales teams to ensure alignment between partnerships, alliances, and field execution.
Channel & Partner Program Leadership (20%)
- Oversee and evolve selected channel and partner program initiatives that complement OPSWAT’s direct sales strategy.
- Support key distribution, VAR, and reseller relationships in targeted regions and verticals.
- Ensure channel activities align with broader alliance and ecosystem objectives while minimizing channel conflict.
- Contribute to partner enablement, certifications, incentives, and co-selling frameworks where strategically relevant.
Team Leadership & Global Expansion
- Build, lead, and mentor a high-performing global partnerships and alliances organization.
- Recruit and develop regional alliance leaders and partner managers across the Americas, EMEA, and APAC.
- Establish KPIs and performance metrics focused on alliance-driven pipeline, revenue contribution, strategic integrations, and partner engagement.
- Foster a high-performance culture centered on accountability, innovation, collaboration, and growth.
Cross-Functional Collaboration
- Partner closely with sales, product, marketing, customer success, and executive leadership teams to align partnership initiatives with company objectives.
- Collaborate with product and engineering teams on integrations, joint solutions, and strategic technology alignment.
- Drive joint marketing campaigns, industry events, webinars, and executive engagement initiatives with alliance partners.
- Work with legal and finance teams on partnership agreements, commercial frameworks, and strategic deal structures.
Qualifications & Experience
- 12+ years of progressive experience in strategic partnerships, alliances, channel leadership, enterprise sales, or business development within cybersecurity, enterprise software, infrastructure, storage, backup, cloud, or OT/ICS sectors.
- Proven success building and scaling global technology partnership ecosystems in high-growth technology companies.
- Strong direct sales background with demonstrated experience leading enterprise sales engagements and selling into complex, high-tech environments.
- Deep understanding of technology alliances, OEM relationships, co-selling motions, integrations, and ecosystem-driven growth strategies.
- Experience working with storage vendors, backup vendors, cybersecurity providers, cloud platforms, infrastructure technologies, and enterprise ecosystems.
- Demonstrated ability to influence C-level stakeholders internally and externally.
- Experience building and leading global teams across multiple regions.
- Strong executive presence, strategic thinking, and operational execution capabilities.
Preferred
- Prior experience within cybersecurity, critical infrastructure protection (CIP), OT/ICS, or enterprise security markets.
- Experience developing large-scale alliance ecosystems that materially accelerated company growth.
- Familiarity with enterprise infrastructure, Zero Trust, file security, endpoint protection, and OT cybersecurity environments.
- Experience working with GSIs, OEM partners, and enterprise technology vendors on global go-to-market initiatives.
Skills & Competencies
- Strategic and commercially driven leader with strong execution capabilities.
- Exceptional relationship-building, negotiation, and partnership development skills.
- Strong understanding of enterprise technology ecosystems and alliance-based growth models.
- Data-driven decision maker with experience using CRM, partner platforms, and analytics tools.
- Excellent communication, presentation, and executive engagement skills.
- Ability to thrive in a fast-paced, high-growth cybersecurity organization focused on protecting critical infrastructure.
Travel Requirements
- Ability to travel globally as required.
- Approximately 50% travel expected, with significant presence across the United States and key strategic partner locations.
OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws.
Recruiting Agencies: we do not accept unsolicited resumes from third party agencies for any of our open positions. To submit resumes for our jobs, there must be a recruiting contract approved by our legal team and endorsed by both parties. We are currently not accepting additional 3rd party agencies at this time.
