Opswat

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. About The OEM Team You will be joining our Global OEM team reporting to the VP of WW OEM Sales. Our team works independently and makes substantial contributions to OPSWAT’s revenue goals. Our team creates and drives OEM partnerships with a diverse set of partners spanning endpoint security vendors, ZTNA, SSE/SASE operators, RMMs, cloud/Email service providers, managed service providers, Telcos and more. The ideal candidate has a diverse skillset, is a natural hunter and possesses hunger to learn new technologies and business models. What You Will be Doing OPSWAT is looking for a OEM Sales Specialist with strong deal, strategy, and relationship management experience to accelerate our sell-through OEM partner ecosystem throughout the assigned region or product portfolio. The objective is to work with identified technology partners and service providers to extend our reach, revenues, and services delivery. This is a quota carrying role where the candidate will be responsible for selling our OEM products to select product/service partners with clear understanding of how the OEM Product will be integrated, launched and monetized for years to come. The candidate will have significant experience and passion for incubating, launching, and scaling top-tier technology partnerships. The successful candidate will work with legal, engineering, products, marketing, customer experience, finance, sales operations and alliances across the company to ensure strategic alignment with these functional and operational units. The ideal candidate will possess the acumen for messaging and selling with keen focus on deal closure and account management. This position leads the relationship from both contractual and operational perspectives; it also identifies and develops new areas of the partnership which are mutually beneficial for both OPSWAT and the OEM. You will develop an overall strategy and partner plan for every managed partner and align this plan across the organization to deliver monthly and quarterly progress towards strategic goals. This is a critical role within OPSWAT’s OEM team and will require cross-functional leadership skills to work with our internal teams. This role will be a major change agent, having impact and influence with a high degree of energy, flexibility, and drive to create real and measurable business results. Minimum Requirements • OEM sales experience in the IT industry with strong preference working with security, cloud and endpoint solution providers • A track record of generating revenue in seven and/or eight figures annually • Capability and drive to generate leads organically through research and outreach Additional Qualifications • Master's degree in technical disciplines or MBA a plus • Self-starter with the ability to manage several projects in a fast-paced environment • Demonstrated technical aptitude in cybersecurity • High energy and strong interpersonal skills • Excellent communications skills and strong presentation knowhow • Previous success in reaching/exceeding sales goals with focus on new logos • Very organized leader with ability to posit value propositions and win over skeptics 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.

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 In full hyper-growth mode, OPSWAT is looking for that next action-oriented and result-driven SDR rockstar who will deliver on expectations and has a proven track record of overachieving against goals, metrics, and quotas. What You Will Be Doing As a Sales Development Representative at OSPWAT, your main driver is to engage prospective clients, create excitement, articulate the value, and schedule product demonstrations which you assign to the Account Executives. Your efforts will be an integral part of building a strong pipeline of qualified opportunities for OPSWAT while contributing to revenue growth of our company. • Manage, qualify, and prospect to inbound and outbound marketing leads through targeted initiatives. • Utilizing a strong, initial discovery conversation, identify the use case and offer the proper solution set, while also positioning additional, applicable OPSWAT products. • Be responsible for educating and developing prospect lead driving towards a hand-off to sales. • Documenting conversations and qualifications in a clear, manner. • Cold calling prospects, generated by variety of sources. • Identify key players and strategic accounts, researching and obtaining business requirements (BANT), and presenting solutions to begin sales cycle. • Set appointments for OPSWATS sales team when a lead becomes qualified. • Nurture new marketing leads by educating and developing prospects until they are ready to speak with a field sales rep. • Drive attendance for webinars and set meetings for conferences. • Ensure successful follow through of sales cycle by maintaining accurate activity and lead qualification information in CRM application. • Collaborate with sales and marketing team members on strategic sales approach. • Consistently master your trade through learning and education across all OPSWAT products as well as the cybersecurity industry. What We Need From You • Proven business development and prospecting success through effective use of core sales tools. • Demonstrated ability to collaborate with a distributed sales team and peers. • Capability of uncovering customer pain points and business needs, and then correlating business solutions and value. • Strong and professional communication skills -- written, verbal, presentation. • Aptitude to manage numerous requests and time demands concurrently, while achieving production goals from assigned territory or set of accounts. • Promotes a strong sense of urgency for reaching goals and key deliverables. Acts without being told what to do. Brings new ideas to the company. • Contributes individually to the team effort and plays an integral part in the success of a team culture. • Drive, Grit, Tenacity, Optimism, Intelligence, Team Orientation, and an insatiable desire to earn, compete, and win. It Would Be Nice If You Had • BA/BS degree or relevant experience. • Preferred Experience : Salesforce, 6sense, ZoomInfo, Linkedin Sales Navigator, Hubspot, and Vidyard. • Required Experience: SalesLoft or Outreach. • Strong passion for excellence and a high level of initiative. • Excellent communication skills, both written and verbal. • Professional business presence and acumen. • Strong ability to multi-task with a results-oriented mindset. • Bilingual or multilingual is a plus. 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.

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 The Solution Engineer will be the primary technical sales resource for our regional sales team and will assist in identifying customer challenges and driving technical alignment between customer needs and the OPSWAT solutions. You will serve as a product and industry expert, effectively describing and demonstrating our solution as well as promoting our vision and approach. You will be a trusted point of contact for our customers while advancing the sales process. At the same time, you will be a liaison to the engineering team to drive the direction of the product. The ideal candidate will have previous work experience as a member of a corporate sales team and a career track record of supporting large and complex enterprise sales. What You Will be Doing • Work with the OPSWAT sales team as well as partners to drive Enterprise business • Manage customer requirements, expectations, and solution buy-in • Build customer’s confidence and awareness in our products/solutions • Manage, deliver, and present detailed responses to industry RFPs • Train and certify resellers and partners • Present at Conferences and Seminars • Support proof of concepts, implementations and installs as needed to successfully satisfy customer requirements What We Need from You • 5+ years of cybersecurity or networking software sales engineering or technical sales experience • Excellent track record in developing new business and meeting/exceeding sales targets • Comfortable leading discussions within the cybersecurity domain to all customer levels (CISO to IT administrator) • Strong presentation and application demo skills • Experience installing and troubleshooting enterprise applications in Windows and Linux environments • A self-motivator who thrives on identifying and resolving customer pain points. It Would be Nice if You Had • Experience in enterprise software or networking solutions, ideally within the network or device security space • Knowledge of Sandbox and anti-malware products and markets • A technical understanding of APIs • Experience working with CRM software Includes gross monthly base salary and on-target commission (depending on location and experience). EU Compensation Range ₪18,000—₪22,000 ILS 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.

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 This is a hands-on, business-owner product leadership role, not a pure strategy or coordination seat. An experienced product manager reports to you, with full people responsibility, and dedicated cloud engineering teams partner with you daily. You operate like a general manager, fluent in packaging, pricing models, and metering, and conversant in NDR and GDR. You understand the whole business, from sales enablement and marketing through inbound and digital motion to field events and channel partners, and hold every investment to a strong ROI. You also carry the platform responsibility everything else depends on: performance, availability, migration, and cost. You bring an AI-first mindset, leveraging AI in the day-to-day work of the team to maximize efficiency and output. Join a pre-IPO, global cybersecurity leader at the forefront of innovation. We protect the unseen — the infrastructure that powers our way of life. OPSWAT protects the world’s critical infrastructure across IT, OT, and ICS environments, trusted by more than 2,000 organizations, governments, and institutions worldwide. We are seeking an exceptional product leader to own the vision, strategy, and execution of MetaDefender Cloud, the verdict as an API. Enterprises, governments, and technology partners send it files and get back a decision they can trust (“is this file safe to admit?”) at any volume. This is business ownership of a trust-critical enterprise cloud: the commercial ladder from self-serve developer entry to a top tier for regulated buyers, and everything that makes it credible, from contractual SLAs, availability, and failover to compliance, cost efficiency, and a platform other OPSWAT services build on. You will grow the business through product-led motion, cloud marketplaces, distribution channels, and a Technology Partners program that makes joining our ecosystem a product action, not a sales project. MetaDefender Cloud delivers OPSWAT’s prevention technologies (multiscanning, Deep CDR, and AI-driven analysis) as a cloud service, and is the shared platform behind a growing family of OPSWAT cloud offerings. This role owns that business end to end: • The Prevention Ladder: one coherent tier ladder from self-serve developer entry to full enterprise, sold to one buyer who moves up as throughput and analysis depth grow. • The Regulated Enterprise: the top of the ladder: dedicated capacity, the strictest SLAs, large-file support, and a strict data-privacy and data-handling posture for regulated industries. • A Resilient, Compliant Cloud: reliability as a product, with availability targets, failover, recovery objectives, multi-region resilience, and certifications such as ISO 27001 and SOC 2 that make trust a reason to buy. • The Platform Behind OPSWAT’s Cloud Services: one API and platform that web proxy and ICAP protection, MetaDefender Secure Storage, email security, MetaDefender for Salesforce, and the threat-hunting tier build on. • Performance & Cost Efficiency: industry-leading speed to verdict, and a cost-per-scan discipline that protects margin as volume grows. You own the unit economics. • Technology Partners & Developer Ecosystem: the program for engine partners who strengthen detection, integration partners who put our verdict where security teams work, and developers who build it into their own products. • Marketplaces & Distribution: taking the product where buyers already purchase: cloud marketplaces such as AWS and Azure, distribution channels, and reseller partners, plus new offerings, such as MetaDefender Private for dedicated deployments, as the market demands. What You Will be Doing • Own the business: define and champion the vision, strategy, and roadmap for MetaDefender Cloud, and be accountable for growth, adoption, and commercial outcomes. • Own reliability as a product: make contractual SLAs (latency, availability, and recovery objectives) the standard across every tier, and drive high availability, automatic failover, and multi-region resilience from roadmap to contract. • Own compliance & regulation: maintain and extend our certifications (ISO 27001, SOC 2, and beyond) and the data-privacy and data-residency posture, so regulated buyers can say yes. • Run the platform for its stakeholders: treat the OPSWAT services built on the cloud (web proxy and ICAP, secure storage, email, Salesforce, threat hunting) as first-class customers, balancing their needs with one coherent platform. • Own pricing & packaging: design and maintain the prevention tier ladder, packaging, metering, and discount guidance, steward the one price book with your Aether counterpart, and monitor realization against list. • Drive cost efficiency: own cost per scan and the margin story, and make efficiency a continuous, measured program. • Lead the platform evolution: carry customers through major platform transitions, with migration paths that never ask them to break their integration, and retire legacy offerings cleanly. • Grow marketplaces & distribution: list the product on the cloud marketplaces where buyers already purchase, grow channel and reseller partnerships, and build the no-touch motion behind them. • Build the Technology Partners program: make joining the ecosystem a product action, with SDKs, API documentation, and automated onboarding and vetting, so every engine, integration, and developer partner adds detection, reach, or data. • Champion product-led growth: the product sells the product. Own every self-serve and paid-conversion motion, including from the free community, plus the inbound and digital funnels and the upgrade path. • Tailor the experience to the persona: know the cloud architect, platform engineer, and enterprise security leader in financial services, SaaS, and technology, and shape onboarding, console, and API experiences around their daily work. • Enable the field & measure ROI: own sales enablement and the proof the field needs, show up at the anchor events that matter, work channel partners deliberately, and hold every motion to a strong ROI. • Monitor the business: track the KPIs that matter (tier mix, NDR and GDR, realization, platform performance, unit cost) and use them to steer investment. • Build and lead the team: lead, mentor, and grow the MetaDefender Cloud product team, small and senior today, and scale it as the business scales. • Communicate with stakeholders: clearly articulate strategy, progress, and results to internal teams, executive leadership, and customers, fostering alignment and enthusiasm. What We Need from You • Product management experience: 5+ years in product management of cloud or SaaS products, ideally in cybersecurity or another trust-critical enterprise service. Experience leading product managers is a strong plus. • Cloud-service operating depth: you have run a high-availability, multi-tenant cloud service as a product (SLA and SLO design, recovery objectives, failover, multi-region architecture) and are credible with SRE and platform engineering. • Compliance & regulatory fluency: hands-on experience taking a cloud product through certifications such as ISO 27001, SOC 2, or PCI DSS, and shaping data-privacy and data-residency posture for regulated buyers. • Business-owner fluency: demonstrated ability to run a product line as a business (packaging, pricing models, metering, unit economics), with fluency in NDR, GDR, and recurring-revenue metrics. • Marketplace & channel experience: you have grown a product through cloud marketplaces (AWS, Azure, or equivalent), channel, or reseller partners, or built that motion from zero. • Platform product thinking: experience evolving a shared platform that multiple products build on, balancing reuse with each consumer’s speed and autonomy. • Product-led growth: experience with self-serve, developer-facing offerings: onboarding funnels, API-first products, and conversion into enterprise contracts. • Persona-driven product craft: a track record of building experiences around sharply defined users, backed by research, usage data, and design partnership. • AI-first ways of working: an AI-first mindset: you actively apply AI tools to your own and your team’s daily work to move faster and raise quality. • Hands-on and technical: comfortable working shoulder-to-shoulder with R&D day to day, engaging credibly on APIs, cloud architecture, and trade-offs, and going deep in the product. • Track record of delivery: proven experience managing products from concept through launch, with results in user adoption, revenue growth, or market penetration. • Analytical & decisive: strong analytical, problem-solving, and decision-making skills with a data-driven approach. • Exceptional communicator: outstanding interpersonal and executive communication skills, enabling collaboration across cross-functional teams and credibility with customers and leadership. • Travel: willingness to travel regularly to field events, customers, and R&D sites. • Education: Bachelor’s degree in Computer Science, Business, or a related field; MBA is a plus. • Ways of working: familiarity with Agile methodologies or similar frameworks. Why You’ll Love Working Here • Own the prevent half of a focused two-product strategy at a pre-IPO, global cybersecurity leader: a trust-critical cloud with executive attention. • Reliability, compliance, and cost are the product here. Rare scope for a leader who wants to own an enterprise cloud end to end. • Shape a platform: the cloud you run is the foundation a growing family of OPSWAT services builds on. • Take a proven product into marketplaces, self-serve, and a partner ecosystem. The growth levers are yours to build. • Work hands-on with world-class global R&D teams on a service that protects critical infrastructure. • Attractive compensation with regular performance assessments and flexibility for the right candidate. 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.

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 OPSWAT is searching for Sales Account Managers to create long-term, trusting relationships with our customers. The Sales Account Manager’s role is to oversee a portfolio of assigned customers, develop new business from existing clients and actively seek new sales opportunities. At OPSWAT, we believe that exceptional talent is always worth getting to know, even when there are no current vacancies. Our Evergreen Sales Account Manager position offers continuous opportunities for enthusiastic and motivated professionals to join us in the future. It is not tied to a specific vacancy, but it enables us to get to know you and stay in touch, so that when a new opportunity arises, you could be among the first people we reach out to. Israel and Romania are growing significantly — we'd love you to join our strong team! If you’re interested in working at us, please apply, and we will get in touch. What You Will be Doing • Serve as the lead point of contact for all customer account management matters • Build and maintain strong, long-lasting client relationships • Negotiate contracts and close agreements to maximize profits • Develop trusted advisor relationships with key accounts, customer stakeholders and executive sponsors • Ensure the timely and successful delivery of our solutions according to customer needs and objectives • Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders • Develop new business with existing clients and/or identify areas of improvement to meet sales quotas • Forecast and track key account metrics (e.g. quarterly sales results and annual forecasts) • Prepare reports on account status • Collaborate with sales team to identify and grow opportunities within territory • Assist with challenging client requests or issue escalations as needed What We Need from You • You have a minimum of 3 years successfully selling technology products and solutions to businesses • You have a bachelor's degree, preferably in a technical discipline or equivalent experience • You have a successful record of accomplishment managing enterprise accounts • You are comfortable working through structured retention cycles as well as developing and executing tailored account retention plans • You have an innate passion to learn. We are constantly seeking to better understand each client’s security position, needs, and strategies • You are a natural leader with a roll-up-the-sleeves mentality ready to help others and drive success throughout the entire sales organization. We never learn alone • You are an active listener and have excellent negotiation and presentation skills. You can effectively communicate with both technology-oriented and senior business executives at the “C” level and are comfortable articulating the technical and business value of our products • You have the ability to set goals, prioritize tasks, and achieve success with minimal oversight • You keep your pipeline accurate, and your forecast updated for management • You possess a fundamental understanding of security threats, solutions, and security tools • You are highly competitive, ramp quickly, are extremely adaptive, and pride yourself on exceeding sales goals • You are able to travel as necessary to your assigned accounts, and to Company meetings • Highly ethical and professional personal conduct If you’re ready to join a mission-driven company at a time of rapid global growth—and play a key role in how we scale legally and professionally—let’s talk. 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.