Technology Alliances Manager (ISV & OEM Programs)

Join OPSWAT, a leading cybersecurity company, as a Technology Alliances Manager. In this hands-on, field-facing role, you will own and build out our ISV program from the ground up, while also scaling our OEM licensing business. You will work across various departments, including Product, Engineering, Threat Intelligence, Sales, and Marketing, and will be based in the United Kingdom or Romania with the willingness to travel internationally.

• Identifying, prospecting, and qualifying new ISV and OEM opportunities across the cybersecurity and enterprise-software ecosystem.
• Building and managing a partnership pipeline from first outreach through signed agreement, and representing OPSWAT in early-stage business development conversations.
• Owning and building out OPSWAT's ISV and certified-integration program end to end — from program design through execution.
• Excellent communication and presentation skills; credible with both partner engineers and executives
• Business development instinct — proactively sources and qualifies new opportunities rather than waiting for them to arrive
• Based in, and authorized to work in, the United Kingdom or Romania
• Strong technical fluency: comfortable discussing APIs, SDKs, integrations, cloud deployment and security workflows with partner engineers and architects
• A proven track record building or scaling an ISV or OEM / technology-partner program end to end, ideally as the program's sole or founding owner
• Experience negotiating and managing OEM and licensing agreements, including royalty / revenue-share structures and their ongoing management
• Ownership mindset — drives programs from zero to scale
• Thrives in a fast-moving, build-from-scratch environment
• Willingness and ability to travel internationally (~30–50%) for field events, partner meetings and conferences
• 5+ years in technology alliances, partnerships, ISV/OEM programs, technical business development, or partner/solutions engineering — in cybersecurity or enterprise software
• Commercially sharp and technically credible in equal measure
• A track record of hands-on business development — sourcing, qualifying and progressing new partnership opportunities yourself, not just managing accounts that already exist
• Relationship builder — earns trust with partners, engineers and executives alike
• 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