Channel Account 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

OPSWAT is seeking an experienced Channel Manager to drive channel expansion and new business growth across the UK. As part of the sales organisation, you will build, recruit, enable and manage a high-performing channel ecosystem focused on enterprise IT and OT cybersecurity and SaaS solutions.

Working closely with Territory Sales and Account Managers, you will develop strategic partner relationships, generate pipeline, drive sales performance and scale OPSWAT’s channel business. The ideal candidate has a proven track record of exceeding sales targets through successful channel recruitment, enablement and management. This role will be reporting to the Senior Channel Manager

Key Responsibilities

• Build and scale a high-performing channel ecosystem to drive new business and customer acquisition.


• Identify, recruit, onboard, enable and manage channel partners.


• Develop and execute partner business plans focused on account mapping, pipeline generation, opportunity management and forecasting.


• Manage inbound channel leads and serve as the primary contact for partners on operational matters, resources and enablement.


• Build trusted relationships with partners, customers and prospects, communicating OPSWAT’s value proposition effectively.


• Collaborate with channel partners and Territory Sales/Account Managers to develop and execute sales strategies that drive partner-led revenue growth and exceed sales targets.

Requirements

• Channel sales management experience, including at least 3-5 years in cybersecurity and/or enterprise software sales.


• Established management-level relationships with key IT and OT cybersecurity channel partners.


• Proven track record of exceeding sales quotas by building and managing productive channel ecosystems and selling complex enterprise solutions.


• Strong understanding of cybersecurity technologies and the ability to effectively communicate OPSWAT’s value proposition to stakeholders across partner organisations.


• Excellent channel pipeline management, forecasting and business planning skills.


• Fluency in English and the required local languages, with strong written and verbal communication skills.


• Self-motivated, commercially driven and adaptable, with excellent time management and the ability to work autonomously.


• Willingness to travel to partner and customer sites and company meetings as required.


• High standards of professionalism, integrity and teamwork.