About the role

Role Overview

OPS WAT is hiring a Technology Alliances Manager (ISV & OEM Programs) for a hands-on, field-facing position. You will build OPSWAT’s ISV program from the ground up and scale its OEM licensing business, working closely with Product, Engineering, Threat Intelligence, Sales, and Marketing.

Key Missions / Responsibilities

Identify, prospect, and qualify new ISV and OEM opportunities across the cybersecurity and enterprise-software ecosystem.
Build and manage a partnership pipeline from first outreach to signed agreements; represent OPSWAT in early-stage business development conversations.
Own and develop OPSWAT’s ISV and certified-integration program end to end (from program design through execution).
Negotiate and manage OEM/licensing agreements, including royalty / revenue-share structures and ongoing commercial management.
Drive programs with a from-zero-to-scale ownership mindset in a fast-moving, build-from-scratch environment.

Requirements

Location / work authorization: based in and authorized to work in the United Kingdom or Romania.
Strong communication & presentation skills with credibility across partner engineers and executives.
Business development mindset: proactively sources and qualifies opportunities.
Technical fluency: ability to discuss APIs, SDKs, integrations, cloud deployment, and security workflows.
Proven track record building/scaling an ISV or OEM/technology-partner program end to end (ideally as founding owner).
Hands-on alliance ownership (sourcing/qualifying new partnership opportunities yourself).
Relationship-building ability with partners, engineers, and executives.
Travel internationally (~30–50%) for field events, partner meetings, and conferences.
Experience: 5+ years in technology alliances/partnerships/ISV-OEM programs, technical business development, or partner/solutions engineering in cybersecurity or enterprise software.

Nice-to-haves

Experience with threat intelligence, malware analysis, sandboxing, or file-security/multiscanning technologies.
Experience with MSSP/MDR channels or the broader security-vendor ecosystem.
Additional European languages.
Familiarity with cloud marketplaces (Microsoft Azure, AWS) and co-sell programs.

Collaboration

You will work cross-functionally with Product, Engineering, Threat Intelligence, Sales, and Marketing.

About Opswat

Opswat is a cybersecurity company that provides technology and software solutions to protect enterprises. It operates in the security and threat-intelligence space and works with partners through integration and licensing programs such as ISV and OEM offerings.

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