Technology Alliances Manager — ISV & OEM Programs

10 hours, 47 minutes ago
Full-time
Senior
Product Management
OPSWAT

OPSWAT

OPSWAT: Leading provider of cybersecurity solutions for critical infrastructure, eliminating malware and zero-day attacks to ensure secure data flow and device protection.

Internet Software & Services
251-1K
Founded 2002
$125M raised

Description

  • Own and build the ISV and certified-integration program end to end, including program design, tiers, enablement, documentation, and go-to-market.
  • Prospect, qualify, and close new ISV and OEM partnership opportunities across cybersecurity and enterprise software.
  • Build and manage a partnership pipeline from first outreach through signed agreement.
  • Recruit, onboard, and grow technology partners that embed OPSWAT APIs and integrations.
  • Drive OEM licensing of OPSWAT engines, sandbox, and threat-intelligence feeds to other technology vendors.
  • Negotiate and manage licensing and royalty agreements, including reporting, reconciliation, renewals, and revenue growth.
  • Create joint solution briefs, reference architectures, integration guides, demos, and webinars.
  • Represent OPSWAT at conferences, partner summits, and field events, including delivering technical presentations and workshops.
  • Publish and grow OPSWAT listings on cloud marketplaces and support co-sell motions with strategic platform partners.
  • Partner with Product, Engineering, Sales, and Marketing to shape the integration roadmap and align partner-sourced pipeline.

Requirements

  • 5+ years of experience in technology alliances, partnerships, ISV/OEM programs, technical business development, or partner/solutions engineering in cybersecurity or enterprise software.
  • Hands-on business development experience sourcing, qualifying, and progressing new partnership opportunities.
  • Proven experience building or scaling an ISV or OEM / technology-partner program end to end, ideally as the sole or founding owner.
  • Strong technical fluency with APIs, SDKs, integrations, cloud deployment, and security workflows.
  • Experience negotiating and managing OEM and licensing agreements, including royalty or revenue-share structures.
  • Excellent communication and presentation skills with the ability to engage both partner engineers and executives.
  • Willingness and ability to travel internationally approximately 30–50%.
  • Based in, and authorized to work in, the United Kingdom or Romania.
  • Ownership mindset with the ability to drive programs from zero to scale.
  • Commercially sharp, technically credible, and able to thrive in a fast-moving, build-from-scratch environment.
  • Experience with threat intelligence, malware analysis, sandboxing, or file-security / multiscanning technologies is preferred.
  • Familiarity with cloud marketplaces such as Microsoft Azure or AWS and co-sell programs is preferred.
  • Experience with MSSP / MDR channels or the broader security-vendor ecosystem is preferred.
  • Additional European languages are preferred.

Interested in this position?

Apply directly on the company website

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