Channel Sales Manager

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 are seeking an experienced and dynamic Channel Sales Manager with over 5 years of proven success in channel sales and partner management. The ideal candidate will be responsible for developing and executing a strategic plan to expand our partner ecosystem, drive sales growth through the channel, and strengthen relationships with existing partners. This role requires a deep understanding of channel sales strategies, excellent communication skills, and the ability to work collaboratively across departments to achieve business goals.

If you are a results-oriented Channel Sales Manager with a passion for building and managing successful partner relationships, we encourage you to apply. Join our team and contribute to our mission.

This is a remote position covering the Eastern United States; candidates must live in a location with access to a major airport with experience covering the the Eastern US region.

What You Will Be Doing

Channel Strategy Development and Execution:

• Develop and implement a comprehensive channel sales strategy to meet or exceed revenue targets.
• Identify, recruit, and onboard new channel partners to expand the partner ecosystem.
• Create and manage partner business plans, including sales targets, marketing activities, and joint initiatives.
  
  
  

Partner Relationship Management:

• Build and maintain strong, long-lasting relationships with key partners.
• Act as the primary point of contact for channel partners, addressing any issues and providing ongoing support.
• Conduct regular business reviews with partners to assess performance, identify growth opportunities, and align on strategic goals.
  
  
  

Sales Enablement:

• Provide partners with the necessary training, tools, and resources to effectively sell our products and solutions.
• Develop and deliver sales presentations, product demonstrations, and training sessions to partners.
• Create and maintain a library of sales and marketing collateral to support partner activities.
  
  
  

Performance Monitoring and Reporting:

• Monitor partner sales performance, analyzing key metrics and KPIs to identify trends and areas for improvement.
• Prepare regular reports on channel performance, providing insights and recommendations to senior management.
• Collaborate with internal teams to ensure partners have the necessary resources and support to achieve their targets.
  
  
  

Collaboration and Cross-Functional Support:

• Work closely with marketing, product management, and customer support teams to align channel strategies with overall business objectives.
• Participate in the development of channel marketing programs and campaigns to drive partner engagement and sales.
• Provide feedback to internal teams on partner needs, market trends, and competitive intelligence.
  
  
  

Market Expansion:

• Identify and explore new market opportunities and segments for channel growth.
• Develop strategies to penetrate new markets and increase market share through channel partners.
  
  
  

What We Need From You

• Bachelor’s degree in Business, Marketing, or a related field; MBA is a plus.
• Minimum of 5 years of experience in channel sales or partner management in Cyber Security (IT and OT). Experience with GSIs a plus.
• Proven track record of achieving sales targets and driving revenue growth through channel partners.
• Strong understanding of channel sales strategies, partner ecosystems, and market dynamics.
• Excellent communication, negotiation, and relationship-building skills.
• Ability to work independently and collaboratively in a fast-paced, dynamic environment.
• Proficiency in Salesforce and other sales tools.
• Travel required – 50%.
  
  
  

What We Offer

• Competitive salary and performance-based incentives.
• Comprehensive benefits package, including health, dental, and vision insurance.
• Opportunities for professional growth and development.
• A supportive and collaborative work environment.
  
  
  

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.