Senior Manager, OEM Sales (Technology/Product Partnerships)

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 Position

We’re looking for a highly driven and technically adept sales professional to accelerate our OEM partnerships with leading technology companies worldwide. In this role, you’ll collaborate closely with our VP of Global OEM Sales to identify, develop, and expand strategic OEM relationships that drive revenue and strengthen our presence in the cybersecurity ecosystem.

This is a high-impact role ideal for someone who thrives in a technical, consultative sales environment and can bridge the gap between product architecture and business value for OEM partners.

What You Will Be Doing

• Own the full sales cycle for complex OEM partnerships — from prospecting and technical discovery through negotiation and long-term relationship management.

• Develop and execute go-to-market strategies targeting OEMs across key domains such as endpoint security, VPN, SASE/ZTNA, DEX, EPS, and threat detection/prevention.

• Collaborate cross-functionally with Engineering, Product, Finance and Legal teams to design integration models, licensing agreements, and scalable partnership structures.

• Understand and communicate technical value, aligning partner needs with OPSWAT product capabilities, APIs, and SDKs.

• Identify and qualify new technology OEM opportunities, including cloud service providers, security vendors, MSPs, and Telcos.

• Act as a technical liaison during sales discussions, ensuring product integrations and business terms meet both technical and commercial objectives.

• Contribute to long-term partnership growth, leveraging data insights and feedback to strengthen solution adoption and renewals.

What We Need From You

• 7–10 years of experience in enterprise software or OEM sales, ideally within cybersecurity, cloud, or endpoint security.

• Strong technical foundation — ability to discuss APIs, integrations, and architecture with technical counterparts. A degree in Computer Science, Engineering, or a related field is strongly preferred.

• Proven success in building and closing OEM or to a lesser degree channel partnerships with measurable revenue impact.

• A hunter mindset with exceptional ability to identify whitespace opportunities and drive business from concept to contract.

• Experience working cross-functionally with technical and business teams in fast-moving, high-growth organizations.

• Strategic and analytical thinker with strong business acumen and negotiation skills.

• Excellent written, verbal, and presentation abilities — comfortable interfacing with both executives and engineers.

Why You Will Love Working at OPSWAT

You’ll be part of a growing global team that’s redefining how technology companies embed advanced cybersecurity capabilities into their products. This is your opportunity to own complex, high-value partnerships and help shape the direction of our OEM strategy at a pivotal stage of growth.

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.