Channel Sales Manager

The Position:

OPSWAT is seeking an experienced and driven Channel Sales Manager to accelerate our strategic channel expansion across Asia.

In this role, you'll be responsible for building, enabling, and managing strategic partnerships across both IT and OT cybersecurity, as well as collaborating with key alliance and integration partners. You'll help shape OPSWAT's channel strategy by mapping, recruiting, and empowering partners to deliver measurable revenue growth and expand our market footprint.

This is a dynamic, high-impact role that combines strategic planning, relationship management, and sales execution. You'll work closely with the Regional Sales Director, Regional Sales Managers, and Marketing teams to ensure our partners are set up for success.

The ideal candidate has a strong track record of exceeding sales quotas through a high-performing channel network, and is passionate about cybersecurity and partner-led growth.

This position covers the Asia territory.

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 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.

• Good verbal and written skills in English.

• Existing management-level relationships with key Cybersecurity partners (IT and OT) in Asian Private Sector.

• 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.