Channel Account Manager

Overview

As Channel Manager, you will drive UK channel expansion for OPSWAT across enterprise IT and OT cybersecurity and SaaS solutions. You’ll recruit, enable and manage a high-performance partner ecosystem, collaborating with Territory Sales and Account Managers to generate pipeline and exceed targets. You will build trusted partner relationships and articulate OPSWAT’s value proposition to stakeholders. This role blends strategic partner development with hands-on enablement and forecasting, in support of OPSWAT’s mission to protect critical infrastructure.

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

Key requirements

• Channel sales management experience, including 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 ability to communicate OPSWAT’s value proposition to stakeholders across partner organisations
• Excellent channel pipeline management, forecasting and business planning skills
• Fluency in English and 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

• Relationship-building
• Strong written and verbal communication
• Self-motivation and commercial drive
• Cybersecurity technologies understanding
• Enterprise software sales
• Channel pipeline management

…