OPSWAT

Engineer

• Lead end-to-end deployment of OPSWAT security solutions across enterprise IT and OT environments.
• Engage in requirements gathering, architecture design, installation, configuration, and validation of solutions.
• Work closely with customer stakeholders, including CISOs, SOC Managers, and IT/OT teams.
• Provide expert advice on cybersecurity best practices, zero-trust frameworks, malware prevention, and secure file transfer workflows.
• Deliver technical workshops, product training, and knowledge transfer sessions.
• Ensure successful go-live and handoff to customer operational teams or OPSWAT Managed Services.
• Run 24x7/8x5 SOC operations depending on service scope.
• Monitor, analyze, and respond to security alerts using OPSWAT solutions and common SOC tools (SIEM, SOAR, EDR, NDR, IDS/IPS).
• Lead threat investigations, incident triage, and escalation to customer teams.
• Build and implement detection rules, playbooks, and incident workflows.
• Prepare weekly/monthly SOC reports, service reviews, and recommendations for continuous improvement.
• Ensure SLA adherence and high-quality service delivery.
• Own project planning, execution, and delivery for Professional Services engagements.
• Create and manage project plans, timelines, risks, documentation, and stakeholder communication.
• Coordinate across internal teams including Product, Engineering, Support, and CS.
• Manage multiple customer projects simultaneously while meeting delivery deadlines.
• Serve as a primary technical point of contact for assigned customers.
• Communicate complex technical concepts clearly and confidently to both technical and executive audiences.
• Build strong customer relationships that drive trust, adoption, and long-term value.
• Participate in quarterly business reviews (QBRs) and service improvement discussions.

Senior Professional Services Engineer

Account Executive

• Own and drive a Federal sales territory focused on the Marine Corps, Navy and Coast Guard.
• Meet or exceed annual sales quota by developing new business and expanding existing accounts.
• Lead the complete sales cycle—from opportunity identification and qualification through negotiation and close.
• Partner with Channel and Federal System Integrator partners to maximize contract vehicle access and joint wins.
• Collaborate with capture managers and proposal teams to align sales strategy with capture efforts.
• Leverage OPSWAT’s Critical Infrastructure Lab in Arlington, VA to host demonstrations, workshops, and executive briefings for customers and partners.
• Provide accurate pipeline forecasts and contribute to Federal growth strategy.

Federal Sales Account Executive – Marine Corps, Navy, Coast Guard

• Own and drive a Federal sales territory focused on the Air Force, Space Force and COCOMs.
• Meet or exceed annual sales quota by developing new business and expanding existing accounts.
• Lead the complete sales cycle—from opportunity identification and qualification through negotiation and close.
• Partner with Channel and Federal System Integrator partners to maximize contract vehicle access and joint wins.
• Collaborate with capture managers and proposal teams to align sales strategy with capture efforts.
• Leverage OPSWAT’s Critical Infrastructure Lab in Arlington, VA to host demonstrations, workshops, and executive briefings for customers and partners.
• Provide accurate pipeline forecasts and contribute to Federal growth strategy.

Federal Sales Account Executive – Air Force, Space Force, COCOMs

• Own and drive a Federal sales territory focused on agencies within the 4th Estate.
• Meet or exceed annual sales quota by developing new business and expanding existing accounts.
• Lead the complete sales cycle—from opportunity identification and qualification through negotiation and close.
• Partner with Channel and Federal System Integrator partners to maximize contract vehicle access and joint wins.
• Collaborate with capture managers and proposal teams to align sales strategy with capture efforts.
• Leverage OPSWAT’s Critical Infrastructure Lab in Arlington, VA to host demonstrations, workshops, and executive briefings for customers and partners.
• Provide accurate pipeline forecasts and contribute to Federal growth strategy.

Federal Sales Account Executive – 4th Estate

Solutions Engineer

• Work with AEs and partners to grow OPSWAT business
• Manage customer requirements, expectations, and solution buy-in
• Maintain and frequently deliver high-impact demos
• Manage, deliver, and present detailed responses to RFPs
• Nurture partner relationships and their technical understanding of OPSWAT
• Speak at conferences and seminars
• Conduct workshops, proof of value, and post-sale transitions

Senior Solution Engineer, Finance

Sales

• Lead, mentor, and empower the Commercial Sales team, fostering a culture of high achievement, collaboration, and continuous learning.
• Develop and execute industry-focused sales strategies across: Energy &amp; Utilities, Finance (banking, fintech, insurance), Manufacturing, Technology.
• Drive predictable revenue growth by overseeing pipeline generation, forecasting, and enterprise-caliber deal execution.
• Partner closely with Marketing to create targeted vertical campaigns, events, and activation strategies.
• Equip your team to deliver compelling business value through OPSWAT’s prevention-first approach — demonstrating how protecting files/devices directly drives reliability, compliance, and operational resilience.
• Support strategic customer engagements alongside reps — participating in discovery, solution positioning, presentations, and closing.
• Collaborate with Product and Engineering to communicate customer and market insights, influencing solution enhancements for commercial markets.
• Champion partner and channel relationships that accelerate reach and brand presence across focus verticals.
• Represent OPSWAT at industry events, forums, and roadshows — helping elevate our mission and thought leadership.
• Instill consistent sales discipline: pipeline management, accurate forecasting, account planning, and territory prioritization.

Manager, Commercial Sales

• Lead, mentor, and develop a team of high-performing Account Executives.
• Define and execute specific sales strategies aligned to revenue goals.
• Partner with Marketing, Product, and Channel teams to align campaigns and solutions to vertical needs.
• Drive new business acquisition and expansion in existing accounts.
• Establish consistent forecasting, pipeline discipline, and use of Salesforce CRM.
• Build executive relationships with customers and position OPSWAT as a strategic partner.
• Support complex enterprise deals and strategic negotiations.

Sales Manager

Senior Solutions Engineer – Federal

Account Manager

• 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.

Senior Manager, OEM Sales – Technology/Product Partnerships

• Develop and execute strategic partner plans to drive revenue growth and market expansion.
• Cultivate executive-level relationships with key partners to align on joint go-to-market strategies.
• Lead business planning sessions, QBRs, and co-marketing initiatives with strategic partners.
• Identify and nurture new strategic opportunities within existing partner ecosystems.
• Collaborate cross-functionally with sales, marketing, product, and technical teams to support partner success.
• Track and report on partner performance, pipeline development, and strategic milestones.
• Represent OPSWAT at partner summits, industry events, and executive briefings.

Strategic Channel Account Manager

• Develop and execute strategic plans to engage and grow partnerships with key ICVs.
• Build executive-level relationships with industrial vendors to align on joint go-to-market strategies.
• Drive partner enablement, co-selling initiatives, and joint solution development.
• Collaborate with product, marketing, and technical teams to support partner integration and success.
• Identify new opportunities for OPSWAT solutions within industrial ecosystems.
• Track and report on partner performance, pipeline growth, and strategic milestones.
• Represent OPSWAT at industrial cybersecurity events, partner summits, and executive briefings.

Strategic Channel Account Manager – Industrial Control Vendors

Security Engineer

• Own the product strategy and roadmap, aligning it with customer needs, market dynamics, and business goals.
• Drive customer adoption and engagement, optimizing the end-to-end user experience to reduce friction and increase value for enterprise users.
• Conduct competitive analysis and market research to identify trends, gaps, and opportunities, helping to shape product direction and differentiate our offerings.
• Define and evolve product positioning and messaging, working closely with marketing and sales to clearly articulate the product’s value in a crowded market.
• Collaborate with engineering, UX, and QA teams to deliver secure, scalable, and high-impact product enhancements.
• Partner with sales, marketing, and customer success to develop go-to-market strategies, launch plans, and enablement tools that support product growth.
• Leverage customer feedback and product usage data to identify growth opportunities and guide decision-making.
• Establish and track key metrics to evaluate product success and inform iterative improvements.
• Be the voice of the customer, ensuring enterprise-grade security, compliance, and usability are at the core of product decisions.
• Represent the product in strategic customer conversations, analyst briefings, and industry events.
• Develop deep understanding of target audiences, including pain points and competing solutions.

Director of Network Security

Revenue Operations

• Lead bookings target setting, sales headcount planning, and quota deployment
• Design and manage sales territories, compensation plans, and commissions
• Define and roll out sales processes, methodologies, and qualification standards
• Improve sales productivity across reps, solution engineers, and channel managers
• Drive forecasting accuracy and align with supply chain on hardware needs
• Collaborate with IT on AI-driven insights, CRM/CPQ improvements, and tech stack management (ZoomInfo, Clari, LinkedIn Sales Navigator, CaptivateIQ, etc.)
• Maintain pricing and quoting operations (price books, approvals, and rep support)
• Support channel programs including deal registration, MDF, and performance tracking
• Deliver actionable dashboards in PowerBI to provide visibility into KPIs and pipeline health
• Partner with Sales Enablement on onboarding, training, and tool adoption
• Work with Marketing and Product on go-to-market execution and new product launches
• Benchmark sales efficiency and lead quarterly sales reviews