Vice President of Sales, Middle East and Africa (MEA)

Vice President of Sales, Middle East and Africa (MEA)Protecting the World’s Critical Infrastructure 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 Vice President of Sales for the Middle East, Turkey and Africa (META) will lead OPSWAT’s sales strategy and execution across the region, driving revenue growth and market expansion for the company’s cutting-edge cybersecurity solutions. This senior leadership role is responsible for achieving ambitious sales targets, building strategic partnerships, and managing a high-performance sales team in a rapidly evolving cybersecurity landscape. The ideal candidate will possess deep expertise in IT/OT cybersecurity sales, a proven track record of success in the META region, and the ability to navigate complex sales cycles with government, enterprise, and critical infrastructure clients.What You Will be Doing Sales Strategy & Execution Develop and implement a comprehensive sales strategy for the META region to achieve and exceed revenue targets, aligning with OPSWAT’s global growth objectives.Identify and prioritize high-potential markets, verticals (e.g., energy, utilities, oil and gas, government, financial services), and customer segments within the META region.Drive the adoption of OPSWAT’s IT/OT cybersecurity solutions, including Meta Defender, Meta Access, Net Wall, and other platform offerings, through consultative and solution-based selling.Leverage market insights and competitive intelligence to position OPSWAT as the preferred cybersecurity provider in the region.Build, lead, and mentor a high-performing sales team across the META region, fostering a culture of accountability, collaboration, and excellence.Establish clear performance metrics, sales processes, and productivity goals to optimize team performance and ensure consistent achievement of quotas.Provide coaching and professional development to sales representatives, enhancing their technical knowledge of cybersecurity solutions and sales acumen.Collaborate with HR to recruit top-tier sales talent to support regional expansion.Cultivate and maintain strong relationships with key stakeholders, including C-level executives, government officials, and decision-makers in critical infrastructure sectors.Build and strengthen strategic partnerships with regional distributors, system integrators, resellers, and technology partners to enhance market reach and solution integration.Act as a trusted advisor to clients, understanding their unique IT/OT security challenges and tailoring OPSWAT’s solutions to meet their needs.Represent OPSWAT at industry events, trade shows (e.g., GISEC, GITEX), and conferences to enhance brand visibility and thought leadership in the region.Drive lead generation, opportunity development, and deal closure, utilizing organic and partner-driven strategies.Maintain a robust sales pipeline, leveraging CRM tools (e.g., Salesforce, Clari) and the MEDDPIC methodology to forecast accurately and manage sales cycles.Negotiate high-value contracts with enterprise and public sector clients, ensuring alignment with OPSWAT’s pricing and compliance standards.Monitor and report on sales performance, market trends, and competitive activities to senior leadership.Regional Market Expansion Support OPSWAT’s expansion initiatives in key META markets, including Saudi Arabia, UAE, Turkey, and Africa, aligning with regional economic visions (e.g., Saudi Vision 2030).Develop go-to-market strategies for new products and services, collaborating with product management and marketing teams to ensure regional relevance.Ensure compliance with local regulations, data protection laws, and industry standards (e.g., SOC 2, ISO 27001) in all sales activities.Cross-Functional Collaboration Partner with product management, engineering, and customer success teams to gather customer feedback and drive product enhancements that address regional needs.Work closely with marketing to develop region-specific campaigns, collateral, and thought leadership content to support sales efforts.Collaborate with global sales leadership to share best practices and align regional strategies with OPSWAT’s worldwide objectives.Qualifications & Requirements Education : Bachelor’s degree in Business Administration, Marketing, or a related field; MBA or advanced degree preferred.Experience : Minimum of 10 years of sales experience in the cybersecurity, IT, or OT technology sector, with at least 5 years in a senior sales leadership role within the META region.Proven track record of achieving multimillion-dollar sales targets in enterprise and public sector markets, preferably with critical infrastructure clients.Extensive experience managing complex sales cycles, including government tenders and large-scale enterprise deals.Prior success in building and leading distributed sales teams across multiple countries in the META region.Technical Skills : Strong understanding of IT/OT cybersecurity solutions, including zero-trust architectures, data sanitization, endpoint security, and secure file transfer.Proficiency in CRM platforms (e.g., Salesforce), sales forecasting, and MEDDPIC methodology.Familiarity with regional cybersecurity regulations and compliance standards (e.g., NCA in Saudi Arabia, GDPR equivalents).Leadership & Soft Skills : Exceptional leadership and emotional intelligence, with the ability to motivate and inspire diverse teams.Outstanding communication, negotiation, and presentation skills, with fluency in English; proficiency in Arabic or other regional languages is a plus.Strategic thinker with strong analytical skills and the ability to translate market insights into actionable plans.Customer-centric mindset with a passion for solving complex security challenges.Travel : Willingness to travel extensively across the META region (up to 50%) to meet clients, partners, and attend industry events.Preferred Qualifications Established network of relationships with government agencies, critical infrastructure organizations, and technology partners in the MEA region.Experience working with or selling to ministries, military institutions, or intelligence agencies.Prior experience in a pre-IPO or high-growth technology company.Knowledge of regional economic diversification initiatives (e.g., Saudi Vision 2030, UAE Vision 2021) and their impact on cybersecurity investments.Competitive base salary with performance-based incentives and equity opportunities, commensurate with experience.Opportunities for global career advancement within a rapidly scaling, pre-IPO cybersecurity leader.Access to OPSWAT Academy for continuous learning and cybersecurity certifications.Dynamic, inclusive work environment with a focus on diversity, collaboration, and innovation.Why Join OPSWAT?As the Vice President of Sales for META, you will play a pivotal role in protecting the world’s critical infrastructure while driving OPSWAT’s growth in one of the fastest-growing cybersecurity markets. Join a passionate, innovative team that values diversity, teamwork, and doing the right thing. With cutting-edge technology, a supportive culture, and the opportunity to make a global impact, OPSWAT is the ideal place to elevate your career.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.Related jobs Channel Manager (UAE)Channel Sales United Arab Emirates Summary OPSWAT is looking for an experienced Channel Manager, United Arab Emirates to assist in the execution of OPSWAT’s strategic channel expansion. The Channel Manager’s primary role is to steward the Global Channels Strategy in the assigned territory, by means of assisting in the mapping, recruitment, enablement, and management of an expanding channel ecosystem. This is a very dynamic role, covering operational aspects of relationships with channel partners, as well as strategic ones. Ultimately, the objective is to scale OPSWAT’s value-added channel and foster exponential productivity and growth.Enterprise Account Manager (Cybersecurity)Field Sales Summary The KSA Enterprise Account Manager is a significant driver of Company revenue and growth in the META region. This position is remote and will be located in Riyadh, KSA. Your responsibilities will include developing and implementing strategic account plans targeting deployments of our Metadefender and Meta Access Security platforms. You will build the right relationships inside a target account, know how to leverage your company resources to the fullest, and negotiate and close new business. The ideal candidate will have previous work experience as a member of a corporate sales team and a career track record of exceeding multi-million-dollar sales quotas. Candidates selling into critical infrastructure and data diode sales experience are given a preference.We are looking for an experienced and results-oriented Channel Account Manager with a minimum of 5 years of demonstrated success in channel sales and partner management, specifically within the federal sector. In this role, you will be responsible for developing and executing a strategic plan to enhance our partner ecosystem, drive sales growth, and strengthen relationships with existing federal partners. A strong understanding of channel sales strategies, excellent communication skills, and the ability to collaborate across departments are essential for achieving our business objectives. If you are passionate about building and managing successful partner relationships, we encourage you to apply and contribute to our mission.You will work closely with our VP of Global OEM Sales, gaining hands-on experience in creating and driving OEM partnerships with top-tier technology companies. This role is designed to equip you with the skills needed to succeed in sales while leveraging your technical knowledge and business acumen while collaborating with prospective partners.Pre-sales Engineer/ Channel Sales Engineer - Mumbai Channel Sales India Summary The Channel Sales Engineer will be the primary technical sales resource for our Asia Pacific (APAC) 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 technical liaison for our channel partners, resellers, and systems integrations in your territory. You will train the partner technical sales team by demonstrating our solution as well as promoting our vision and better-together approach. You will be a trusted point of contact for our partners and their customers while advancing the sales process.Regional Sales Manager (Enterprise Sales/High-touch Sales) – Japan Japan Summary As the Regional Sales Manager for Japan, you will be responsible for owning the entire revenue generation process and exceeding company revenue targets for the Telecommunication Services, Logistics, Transportation, Media, Gaming, Legal, Construction, and Other Services in Japan by learning the OPSWAT technology, developing and implementing a strategic account plans targeting deployments of our cybersecurity platforms and solutions. You will lead the sales team and be held accountable for building long term relationships inside target accounts and with Channel/SI Partners to solve strategic issues and generate opportunities. This role will be both strategic and hands-on, managing and working with senior management to develop and advance current and new revenue models. The ideal candidate will have multiple years of continually exceeding multi-million-dollar sales quotas while forecasting accurately and selling cybersecurity solutions.Solution Engineer - Technical Pre-Sales - Sales Engineer Solution Engineering Japan Summary OPSWAT is now searching for a Solution Engineer who will be a technical sales resource for our Japan regional sales team and assist in identifying customer challenges and driving technical alignment between customer needs and the OPSWAT solutions. Joining an existing team of experienced and successful sales managers and presales engineers to grow and evolve the OPSWAT business in Japan. You will serve as a product and industry expert, effectively describing and demonstrating our solutions, as well as promoting our vision and approach. You will be a trusted point of contact for our customers and partners while advancing the sales process.Join OPSWAT, a global leader in critical infrastructure cybersecurity, trusted by over 1,700 organizations worldwide, including 98% of U.S. nuclear power facilities. With over 20 years of innovation, a decade of safeguarding the world's critical systems, and recent growth through strategic acquisitions, we are a late-stage, pre-IPO hyper-growth company poised to expand our impact in the U.S. Federal market. Our award-winning, innovative technology and consistent double-digit year-over-year growth give our dynamic sales team an unparalleled advantage. We need you—a strategic, results-driven leader—to drive this exhilarating journey and shape the future of Federal cybersecurity. #J-18808-Ljbffr