Channel Sales

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 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. This position is based in Dubai and will primarily cover the United Arab Emirates territory (may include coverage of other GCC countries). What You Will Be Doing

• Building and scaling a channel ecosystem for new business within the assigned territory; successful channel prospecting methods should be second nature to you.
• Execute the various steps of channel partner onboarding, enablement, and business planning (sales/demand gen) under the direction of your manager.
• Ensure that the Sales portion of Business Planning is being executed on a continuous basis by the channel partner in close collaboration with the related Regional Sales Manager.
• Respond to inbound channel leads and manage them according to direction provided by your manager.
• Be a primary POC for channel partners in the territory for all tactical/operational aspects.
• Develop thought leadership and a trusted advisory relationship with your partners, customers, and prospects.
• Assist partners in developing and executing sales strategies and tactics to sell OPSWAT products, solutions, and services to exceed your sales quotas.
• Communicate value propositions to partners and customers that speak intimately to their needs and requirements.
• Maintain extensive account and opportunity detail in Salesforce CRM.
• Forecast and report revenue projections accurately to management.
• Exceed annual quota, measured quarterly.
• Exude excellence while being fanatical about delighting our customers and promoting our products.
• Be a constant expert in cybersecurity and use this knowledge to plan for the future.

What We Need From You

• Bachelor’s degree or equivalent experience.
• 7 – 10 years of Channel and Business Development experience with at least 5 years of security and/or enterprise software sales.
• Professional proficiency in English and local languages as needed.
• Consistent quota attainment track record selling complex solutions to enterprise customers.
• Technical familiarity with cybersecurity products and operating systems.
• Highly accurate pipeline management and forecasting expertise via channels.
• Excellent time management skills, and ability to work with high levels of autonomy.
• Self-motivated with a winning attitude and pride in exceeding sales goals.
• Ability to travel as necessary to your assigned channel partners and/or customers.
• Highly ethical and professional personal conduct.
• Team player.

It Would Be Nice If You Had:

• Technical experience in enterprise or application software or networking solutions.
• Knowledge of sandbox and anti-malware products and markets.
• Technical familiarity and understanding of APIs.
• Background in software development, IT/IS administration, or CIS.
• Professional fluency in additional languages.

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. Recruiting Agencies: we do not accept unsolicited resumes from third party agencies for any of our open positions. #J-18808-Ljbffr