Solution Engineer

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Solution Engineer

Tampa

Solution Engineering

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OPSWAT

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

Are you purpose-driven? We are. At OPSWAT, our purpose is to secure the way of life we all enjoy. We focus our innovations on protecting the most critical infrastructure there is, such as manufacturing, nuclear facilities, financial institutions, governments, utilities, and more. Youve probably done some interesting things in your career, but how often can you say youve contributed directly to the benefit of our global community with such a positive impact?

"Critical Infrastructure" refers to a wide variety of systems, including not only traditional on-premise and cloud-based IT systems, but can also include operational technology.

As a Solution Engineer, youll work alongside a peer group of talented professionals, splitting your time between the field and our lab team. Your job will be to uncover customer challenges, demonstrate how OPSWAT solves them, and guide customers through operationalizing the solution. Youll travel to customer sites and trade shows, collaborate with our CIP lab on demo kits and reusable demonstrations, and support RFPs alongside senior field SEs. Youll be required to maintain proficiency in the domains we serve, expertise in the products, and the disposition that makes a customer want to enthusiastically partner with you for their success.

What You Will Be Doing

• Work with AEs and partners to grow OPSWAT business through customer demos, proof of concepts, and technical evaluations
• Travel to customer sites and trade shows to present and support OPSWAT solutions, including working show booths
• Collaborate with the CIP lab team to build, maintain, and refine reusable demonstrations and mobile show lab kits
• Manage customer requirements, expectations, and solution buy-in
• Deliver detailed responses to RFPs in partnership with field and lab SEs
• Support proof of concepts, evaluations, and post-sale transitions
• Provide pre-sales support to the OPSWAT Channel sales team to drive business and product proficiency

What We Need from You

• Demonstrable experience in cybersecurity or networking, with some customer-facing or pre-sales exposure
• Comfort presenting and leading discussions with customers, including technical and business stakeholders
• Ability to prioritize and meet deadlines while traveling and managing multiple engagements
• Results-driven with an entrepreneurial mindset
• Ability to influence others to achieve results
• Strong communication, organizational, and interpersonal abilities
• Adaptable, self-motivated, and open-minded
• Experience installing and troubleshooting enterprise applications
• Problem-solving abilities; skilled at identifying and resolving technical issues

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 market.
• A technical understanding of APIs.
• Experience working with virtualized and cloud hosted environments (AWS, Azure, etc.).
• Experience working with CRM software.

We Value Our Differences

• We are committed to building a diverse and inclusive team. If youre excited about this role but your experience doesnt align perfectly with every qualification, we encourage you to apply anyway. You may be just the right candidate for this or other roles.

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 jobsChannel Account Manager

Channel Sales

Belgium

Summary

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 in the Benelux region to support the execution of OPSWATs strategic channel expansion in the Territory. The Global Channels team at OPSWAT is part of the sales organization; therefore, each team members primary priority is to proactively build a net new business pipeline with/through the channel partners that directly serve our ideal customer profile. The Channel Sales Managers primary sales responsibility is to manage the global channel strategy in the assigned territory by leading in the profiling, mapping, recruitment, enablement and management (pipeline creation and sales performance) of an expanding channel ecosystem. This is a very dynamic role that includes all operational aspects of channel partner relationships (both IT Cybersecurity and OT Cybersecurity, as well as relationships with our alliance/integration partners). Ultimately, the goal is to scale OPSWATs value-added channel and drive exponential productivity and growth. The ideal candidate will have multiple years of consistently exceeding sales quotas by recruiting, enabling and managing a value-added channel focused on enterprise IT/OT security and SaaS sales opportunities.

What You Will be Doing

• Building and scaling a channel ecosystem (and, as a result, a customer base) for new business within the assigned territory; successful channel prospecting methods should be second nature to you
• Under direction of (and in conjunction with) your manager, execute the various steps of channel partner profiling, mapping, recruitment, onboarding, enablement, and business planning (sales/pipeline generation)
• In close collaboration with the related Territory Sales/Account Manager, ensure that the Sales portion of Business Planning is being executed on a continuous basis by the channel partner (ie, account mapping, pipeline creation, opportunity management, forecasting)
• Respond to inbound channel leads and appropriately manage them according to direction provided by your manager.
• Be a primary POC for channel partners in the territory for all tactical/operational aspects (ex., access to Channel Partner Portal, OPSWAT Academy, resources, etc)
• 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, including account business plans, customer touch points, sales inhibitors, etc.
• Forecast and report revenue projections accurately to management
• Overachieve on annual quota, measured quarterly
• Exude excellence while constantly being fanatical about delighting our customers and promoting our products
• Be a constant expert in cyber-security and use this knowledge to plan for the future - You love to learn and grow

What We Need from You

• Bachelor's degree or equivalent experience.
• Professional verbal and written skills in the required local languages and English.
• Existing management-level relationships with key Cybersecurity channel partners (IT and OT) in Nordics and Benelux, particularly Global Systems Integrators and Advisories.
• 7-10 years Channel Sales Management experience with at least 5 years of cybersecurity and/or enterprise software sales (extra points for experience selling cyber security solutions for larger companies).
• Can demonstrate consistent quota attainment track record selling complex-solutions to enterprise customers by means of mapping, recruiting, enabling, and managing a highly-productive channel partner ecosystem.
• Technical familiarity with cyber security products and operating systems, ability to comfortably articulate technology and value proposition to solution users as well as C-level executives.
• Highly accurate pipeline management and forecasting expertise via channels.
• Excellent time management skills, and work with high levels of autonomy and self-direction.
• Self-motivated with a winning attitude, highly competitive, ramp quickly, are extremely adaptive, and pride on exceeding sales goals.
• Ability to travel as necessary to your assigned channel partners and/or customers, and to Company meetings.
• Highly ethical and professional personal conduct.
• Team player.
• Excellent communicator.

Includes gross annual base salary and on-target commission (depending on location and experience).

EU Compensation Range

€60.000-€90.000 EUR

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.

Apply for This Job

Enterprise Account Executive (NY/NJ)

Corporate Sales

AMER - Remote

Summary

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

At OPSWAT, we believe in a secure way of life. Our prevention-first approach, "Trust no file. Trust no device.", protects the digital infrastructure that keeps industries running. We help organizations safeguard their most critical systems against evolving cyber threats.

We're seeking an energetic Account Executive to drive new business across the Northeast United States, with a focus on the Finance (banking, fintech, insurance), Technology, and Manufacturing industries. This is a high-impact role for a sales professional who thrives on building relationships, owning the full sales cycle, and helping organizations strengthen their cyber defenses.

This is your opportunity if you love opening new doors, uncovering customer needs, and closing deals that deliver real business value.

What You Will Be Doing

• Own and drive the full new-business sales cycle: prospecting, discovery, solution positioning, negotiation, and close.

• Target, engage, and convert small enterprise accounts (<$5B in revenue) across: 

• Finance (banking, fintech, insurance), Technology, Manufacturing

• Build and maintain a healthy pipeline through high-activity outbound prospecting, partner collaboration, events, and networking.

• Deliver compelling presentations and demos that articulate OPSWAT's value, how protecting files and devices reduces risk, increases operational resilience, and improves compliance.

• Develop territory strategies to penetrate new organizations, expand engagement, and accelerate revenue.

• Develop account strategies to grow business in existing accounts by building consensus up the ladder and across business units.

• Collaborate with Marketing on vertical campaigns, demand generation, and targeted industry events.

• Partner with Sales Engineering, Product, and Customer Success to position the right solutions, ensure smooth post-sales handoff, and maximize long-term customer value.

• Maintain accurate forecasting and pipeline management in CRM.

• Represent OPSWAT at industry events, conferences, and regional forums.

• Stay ahead of cybersecurity trends, competitor offerings, and regulatory changes impacting target industries.

What We Need From You

• Reside in the New York City metro area.

• 3-7+ years of B2B sales experience; cybersecurity or adjacent technology preferred.

• Proven track record of new-logo acquisition and consistent quota achievement.

• Experience selling into one or more of the following sectors:

• Banking / Financial Services

• Insurance

• Manufacturing

• Technology

• Strong ability to navigate complex sales cycles and engage multiple stakeholders (IT, Security, Compliance, Operations).

• Excellent at communicating business value - not just product features.

• Strong prospecting discipline: you know how to create pipeline, not wait for it.

• Skilled in building executive-level relationships and turning business challenges into cybersecurity use cases.

• Data-driven approach to pipeline management, territory planning, and forecasting.

• High energy, self-motivated, resourceful, and entrepreneurial.

• CRM proficiency.

It Would be Nice if You Had

• Knowledge of financial sector cybersecurity needs (compliance, threat intel, data governance).
• Familiarity with cybersecurity frameworks (NIST, ISO 27001, Zero Trust).
• Experience engaging channel/partner ecosystems.
• Understanding of file and device risk, OT environments, or data-intensive industries.
• Interest in pursuing cybersecurity certifications.

Why OPSWAT?

• Join a mission-driven company where cybersecurity innovation protects critical operations.
• Bring transformative solutions into important and fast-moving industries.
• Work with a passionate team backed by technology built for prevention "Trust no file. Trust no device."
• High-growth environment with opportunities to learn, develop, and advance.
• Competitive compensation, commission structure, and professional development support.
• A company culture that values initiative, grit, strategic thinking, and teamwork.

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.

Apply for This Job

Federal Sales Account Executive (FSIs)

Field Sales

AMER - Remote

Summary

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

Stephen Gorham is expanding the OPSWAT Federal team, and there has never been a better time to join. We're in the middle of an exciting Federal expansion, fueled by incredible adoption of OPSWAT's purpose-built solutions that help the DoD, Intelligence Community, and Federal Civilian Agencies meet their missions with greater security and confidence.

As part of this investment, we've opened our new state-of-the-art Critical Infrastructure Lab in Arlington, VA-a hub for innovation, collaboration, and hands-on demonstrations of our unique technologies. We're continuing to make substantial investments in Federal because we see the difference OPSWAT makes for national security every day-and we want passionate people to join us in driving that mission forward.

About the Role

As a Federal Sales Account Executive, you will be at the forefront of OPSWAT's federal growth. Your mission is to build, manage, and grow relationships across Federal agencies and the Federal System Integrator (FSI) ecosystem, driving adoption of OPSWAT's solutions for Zero Trust, critical infrastructure protection, and secure file and data transfer.

This role requires a strong ability to both:

• Sell to FSIs (influencing, enabling, and positioning OPSWAT within their portfolios), and
• Sell through FSIs (co-developing and closing opportunities into Federal end customers).

You will work closely with capture managers, channel partners, and technical experts to develop strategies that deliver wins and expand OPSWAT's presence in the Federal market.

What You Will Be Doing

• Own and drive a Federal sales territory with a strong focus on building, enabling, and growing strategic relationships with Federal System Integrators
• Execute both sell-to and sell-through strategies with FSIs, aligning OPSWAT solutions to their programs, pursuits, and contract vehicles
• 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 FSIs and channel partners to shape opportunities, gain contract access, and drive joint wins into Federal agencies
• Collaborate with capture managers and proposal teams to align sales strategy with capture efforts and FSI-led pursuits
• 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

What We Need From You

• 10+ years of Federal technology sales experience, preferably in cybersecurity, networking, or critical infrastructure protection
• Demonstrated success selling both to and through Federal System Integrators (FSIs)
• Deep understanding of Federal procurement processes, contract vehicles, and acquisition lifecycles
• Proven track record of meeting or exceeding sales quotas within Federal markets
• Strong relationships with FSIs and within DoD, IC, and/or civilian agencies
• Experience supporting or influencing capture efforts and FSI-led pursuits
• Excellent communication, presentation, and relationship-building skills
• Mission-driven mindset with a passion for protecting national security

Why Join OPSWAT Federal?

• Be part of a rapidly growing Federal team led by Stephen Gorham
• Help Federal agencies secure missions with purpose-built cybersecurity solutions
• Work in a culture of innovation and collaboration with substantial ongoing investment
• Access to a state-of-the-art Critical Infrastructure Lab in Arlington, VA
• Competitive compensation, uncapped career growth opportunities

This is more than a sales role-it's a chance to make an impact where it matters most. If you're ready to help Federal agencies strengthen their security posture, work side-by-side with leading FSIs, and drive OPSWAT's Federal expansion, we'd love to hear from you.

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.

Apply for This Job

Federal Sales Account Executive (Marine Corps, Navy, Coast Guard)

Field Sales

AMER - Remote

Summary

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

Stephen Gorham is expanding the OPSWAT Federal team, and there has never been a better time to join. We're in the middle of an exciting Federal expansion, fueled by incredible adoption of OPSWAT's purpose-built solutions that help the DoD, Intelligence Community, and Federal Civilian Agencies meet their missions with greater security and confidence.

As part of this investment, we've opened our new state-of-the-art Critical Infrastructure Lab in Arlington, VA-a hub for innovation, collaboration, and hands-on demonstrations of our unique technologies. We're continuing to make substantial investments in Federal because we see the difference OPSWAT makes for national security every day-and we want passionate people to join us in driving that mission forward.

About the Role

As a Federal Sales Account Executive, you will be at the forefront of OPSWAT's federal growth. Your mission is to build, manage, and grow relationships across Federal agencies, while driving adoption of OPSWAT's solutions for Zero Trust, critical infrastructure protection, and secure file and data transfer. You will work closely with capture managers, channel partners, and technical experts to develop strategies that deliver wins and expand OPSWAT's presence in the Federal market.

What You Will Be Doing

• 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.

What We Need From You

• 10+ years of Federal technology sales experience, preferably in cybersecurity, networking, or critical infrastructure protection.
• Deep understanding of Federal procurement processes, contract vehicles, and acquisition lifecycles.
• Proven track record of meeting or exceeding sales quotas with Federal agencies.
• Strong relationships within DoD, IC, and/or civilian agencies, and with Federal System Integrators.
• Excellent communication, presentation, and relationship-building skills.
• Mission-driven mindset with a passion for protecting national security.

Why Join OPSWAT Federal?

• Be part of a rapidly growing Federal team led by Stephen Gorham.
• Help Federal agencies secure missions with purpose-built cybersecurity solutions.
• Work in a culture of innovation and collaboration with substantial ongoing investment.
• Access to a state-of-the-art Critical Infrastructure Lab in Arlington, VA.
• Competitive compensation, uncapped career growth opportunities.

This is more than a sales role-it's a chance to make an impact where it matters most. If you're ready to help Federal agencies strengthen their security posture and drive OPSWAT's Federal expansion, we'd love to hear from you.

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.

Apply for This Job

Inside Sales Representative

Corporate Sales

Germany

Summary

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 Internal Sales Representative for a graduate position in cybersecurity sales. This is primarily an entry-level, sales support & business development role, focused on supporting the field sales teams in every aspect of their day to day work as well as generating and qualifying leads to build the sales pipeline. The position requires strong communication and research skills, with a growing understanding of cybersecurity products and solutions.

As an Internal Sales Representative, you will support the field sales team with their various functions, identifying potential clients and initiating contact with them to understand their security needs and qualify opportunities for the senior sales team. This is a key entry-level role with clear career progression opportunities into account management or field sales positions.

Key Responsibilities

• Lead Generation: Proactively research and identify potential customers (prospects) within target markets using online resources like LinkedIn and company databases.
• Outreach and Engagement: Initiate contact with potential clients through cold calling, emails, and social media to introduce cybersecurity solutions and spark interest.
• Needs Assessment and Qualification: Conduct discovery calls to understand the prospects IT environment, security challenges, and compliance requirements.
• Pipeline Management: Accurately maintain and update detailed records of all interactions, opportunities, and activities in the Customer Relationship Management (CRM) software (e.g., Salesforce).
• Meeting Setup: Schedule product demonstrations or meetings for the external Account Managers or technical teams once a lead is qualified.
• Product Knowledge: Continuously learn about the companys cybersecurity portfolio for file security technology as well as the wider Cyber security market, including products like firewalls, endpoint protection, SIEM, and penetration testing services, to effectively articulate our value as part of the wider ecosystem.
• Collaboration: Work closely with the field sales and marketing team to follow up on campaigns and with technical pre-sales teams to ensure a smooth client onboarding process.

Qualifications and Skills

• Education: A bachelors degree (or equivalent qualification), preferably in a business, IT, or cybersecurity-related field. Other disciplines are acceptable if you can demonstrate key transferable skills and the right attitude.
• Communication: Excellent verbal and written communication skills are essential for remote client interactions.
• Interpersonal Skills: The ability to build rapport quickly, listen to customer needs, and handle objections professionally.
• Drive and Resilience: A self-motivated, results-driven attitude with persistence and determination to meet and exceed sales targets/quotas.
• Technical Aptitude: A strong interest in technology and a willingness to learn complex cybersecurity concepts to act as a knowledgeable "consultant" to clients.
• Organisational Skills: Strong time management and attention to detail to manage a pipeline of leads and maintain accurate CRM data.
• Tools Familiarity: Proficiency with standard business software (MS Office) and a willingness to learn specific CRM and sales engagement tools.

Includes gross annual base salary and on-target commission (depending on location and experience).

EU Compensation Range

€35.000-€50.000 EUR

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.

Apply for This Job

OEM Sales Specialist

OEM & Technical Alliances

Israel

Summary

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

• Masters 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.

Apply for This Job

Presales Engineer/ Solution Engineer - South (Bangalore or Chennai)

Solution Engineering

India

Summary

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 seeking a Solution Engineer to serve as a key technical advisor to our Large & Medium Enterprise accounts sales team. Based in Bangalore or Chennai this role will be instrumental in driving technical success across enterprise customers, aligning customer security challenges with OPSWAT's differentiated solutions. The position reports to the Sales Leader for India.

You will partner closely with Sales, Channel Partners, and Customers to understand business and technical requirements, and position OPSWAT's capabilities across file security, data sanitization (CDR), vulnerability detection, and critical infrastructure protection.

As a trusted advisor, you will lead technical engagements from discovery through proof-of-concept to deal closure, while effectively communicating OPSWAT's vision and value proposition.

What You Will Be Doing

Technical Sales & Deal Execution

• Partner with Sales and Channel teams to drive Large enterprise opportunities and revenue growth
• Lead technical discovery, aligning customer challenges with OPSWAT solutions
• Drive technical win strategy and secure customer buy-in throughout the sales cycle
• Support and execute proof-of-concepts (POCs), demos, and technical validations

Customer Engagement & Advisory

• Build strong relationships with stakeholders from CISO to IT administrators
• Position OPSWAT solutions with a focus on risk reduction, compliance, and operational resilience
• Understand customer environments (IT, security, and increasingly OT) and map relevant use cases

Partner Enablement & Ecosystem Support

• Train and enable resellers and system integrators to effectively position and deploy OPSWAT solutions
• Support joint account planning and partner-led opportunities

Execution Excellence

• Lead and deliver high-quality responses to RFPs/RFIs
• Present at industry conferences, seminars, and customer workshops
• Collaborate with Regional Sales Managers (RSMs) on account planning and strategy
• Provide feedback to Product and Engineering teams based on market and customer insights

What We Need From You

• Bachelor's degree in a technical discipline or equivalent experience
• 10+ years of experience in cybersecurity or networking pre-sales / solution engineering
• Proven track record supporting new business development and exceeding sales targets
• Strong presentation, demo, and storytelling skills
• Solid understanding of networking fundamentals and security architectures
• Hands-on experience installing and troubleshooting applications in Windows and Linux environments
• Ability to engage confidently across technical and executive audiences
• Self-driven, proactive, and comfortable working in a fast-paced, evolving environment
• High level of integrity and professionalism

Nice to Have

• Experience with file security, device security, network security, or related domains
• Knowledge of sandboxing, malware analysis, and threat detection technologies
• Exposure to OT/ICS security environments
• Experience with cloud platforms (AWS, Azure, GCP)
• Familiarity with APIs and integrations
• Scripting skills (Bash, PowerShell, Python)
• Experience with databases (MySQL, MongoDB)
• Network integration experience (Cisco, Juniper, Aruba, etc.)
• Relevant cybersecurity certifications

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.

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Regional Sales Manager

Field Sales

Cyprus, Greece, Romania

Summary

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 Regional Sales Manager is a significant driver of company revenue and growth in Southern Europe, working remotely. Your responsibilities will include the development and implementation of strategic account plans targeting deployments of our MetaDefender and MetaAccess 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.

What You Will Be Doing

• Strategically target business opportunities that leverage high value use cases, in key verticals.
• Develop and execute sales strategies and tactics to sell OPSWAT products, solutions, and services to exceed your sales quotas.
• Communicate value propositions to clients that speak intimately to their needs and requirements.
• Utilize client-centric, solutions-oriented selling strategies and hunter's mentality to identify, qualify, convert enterprise sales.
• Effectively articulate financial ROI/TCO value, and build value throughout the negotiation process.
• Maintain extensive account and opportunity detail in Salesforce CRM, including account win plans, customer touch points, sales inhibitors, etc.
• Forecast and report revenue projections accurately to management.
• Overachieve on annual quota, measured quarterly.

What We Need From You

• A minimum of 5 years successfully selling technology products and solutions to business.
• Bachelor's degree, preferably in a technical discipline or equivalent experience.
• A successful track record selling complex-solutions directly to enterprise customers and through Channel/SI Partners.
• You're persuasive, 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 the OPSWAT platforms.
• Your work is a mix of strategic and proactive account activity, and you have a demonstrated ability of uncovering, qualifying, developing, and closing new accounts.
• Ability to set goals, prioritize tasks, and achieve success with minimal oversight in a sometimes ambiguous work environment.
• You keep your pipeline accurate and your forecast updated for management.
• Possess, at minimum, a fundamental understanding of security threats, solutions, and security tools.
• Excellent time management skills, and work with high levels of autonomy and self-direction.
• You're 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.

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.

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Regional Sales Manager - North India (Delhi)

Field Sales

India

Summary

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 Regional Sales Manager will own and drive the business in North Enterprise accounts with full accountability for revenue growth and strategic expansion.

The position reports to the Sales Leader for India and requires close collaboration with Channel, SDR, and Marketing teams to drive aligned go-to-market execution, build pipeline, and accelerate revenue growth across the region.

This role goes beyond individual contribution - you will be responsible for defining and executing a go-to-market strategy aligned with OPSWAT's global vision around critical infrastructure protection, zero trust, and file-based threat prevention.

Responsibilities include learning OPSWAT technologies, developing and executing strategic account and territory plans, building executive relationships, scaling partner-led growth, and orchestrating complex enterprise deals.

What You Will Be Doing

Revenue Ownership & Business Leadership

• Own and deliver regional revenue targets with strong forecasting discipline and quarterly accountability
• Build and maintain a predictable pipeline (3-5x coverage) across enterprise and government sectors
• Lead large, complex deal cycles, especially in industries (BFSI, Industrial and others)

Strategic GTM & Market Expansion

• Define and execute a Nortth India GTM strategy aligned to OPSWAT's focus on critical infrastructure and compliance-driven security
• Identify and drive high-value use cases such as secure file transfer, data sanitization (CDR), vulnerability detection, and OT security
• Expand footprint within key accounts through cross-sell and platform adoption

Customer & Executive Engagement

• Build trusted advisor relationships with CIOs, CISOs, and CXOs
• Communicate differentiated value propositions aligned to risk reduction, compliance, and operational resilience
• Articulate ROI/TCO and business outcomes throughout the sales lifecycle

Execution Excellence

• Apply solution-oriented, consultative selling with a strong hunter mindset
• Maintain accurate pipeline, account plans, and opportunity tracking in Salesforce
• Forecast revenue with high accuracy and provide visibility to leadership
• Leverage internal resources (Presales, Marketing, Product) effectively to win deals

What We Need From You

• 7+ years of experience in enterprise technology sales, with consistent quota overachievement
• Strong track record selling cybersecurity solutions, ideally in critical infrastructure, compliance, or network/file security domains
• Ability to engage and influence C-level executives, articulating both technical and business value
• Demonstrated expertise in complex deal orchestration and multi-stakeholder selling
• Strong understanding of security threats, zero trust principles, and enterprise security architectures
• Highly disciplined in pipeline management and forecasting accuracy
• Self-driven, strategic, and comfortable operating in a fast-paced, evolving environment
• Excellent communication, negotiation, and presentation skills
• Willingness to travel across the region as required
• High integrity and professional conduct.
• Job placement is based in New Delhi.

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.

Apply for This Job

Sales Account Manager

Corporate Sales

Israel

Summary

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 - wed 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 bachelors 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.

Apply for This Job

Senior Solution Engineer

Solution Engineering

AMER - Remote

Summary

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

Are you purpose-driven?  We are.  At OPSWAT, our purpose is to secure the way of life we all enjoy.  We focus our innovations on protecting IT and Critical Infrastructure, such as Manufacturing, Nuclear facilities, Financial institutions, Governments, Utilities, Higher Education and more.  You've probably done some interesting things in your career, but how often can you say you've contributed directly to the benefit of our global community with such a positive impact?

"Critical Infrastructure" refers to a wide variety of systems, including not only traditional on-premise and cloud-based IT systems, but can also include operational technology.

As a Solution Engineer, you'll be working alongside a peer group of talented professionals.  Your job will be to uncover the customer's challenges, orient them on how OPSWAT solves those challenges, and guide them through what it takes to operationalize the solution.  You'll be required to maintain proficiency in the domains we serve, expertise in the products, and the disposition that makes a customer want to enthusiastically partner with you for their success.  You'll also enjoy having a voice with the product team, providing highly relevant guidance about product futures learned directly through customer interactions.

What You Will Be Doing

• 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

What We Need From You

• Experience supporting sales to Fortune 100/500 Strategic customers
• A history of developing new and expansion business with customers
• Comfort in leading discussions with all customer levels (C-level to admin)
• Strong presentation and demo skills
• A working knowledge of Cybersecurity use cases and topology, on premise and cloud based
• Experience installing and troubleshooting enterprise applications
• Problem-solving abilities; skilled at identifying and resolving customer pain points

We Value Our Differences

• We are committed to building a diverse and inclusive team.  If you're excited about this role but your experience doesn't align perfectly with every qualification, we encourage you to apply anyway. You may be just the right candidate for this or other roles.

If this sounds like you, or close to you, I'd love to meet and perhaps build something great together.

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.

Apply for This Job

Solution Engineer

Solution Engineering

Israel

Summary

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.

Apply for This Job

Strategic Account Executive

Field Sales

AMER - Remote

Summary

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 protectin