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Job Summary:
OPSWAT is a global leader in IT, OT, and ICS critical infrastructure cybersecurity, delivering an end-to-end platform for organizations to protect their networks. The Director of Cross-Domain Solutions will own the product vision and strategy for OPSWAT's cross-domain solutions, ensuring compliance and technical direction while collaborating with cross-functional teams to integrate and market the product effectively.
Responsibilities:
• Own the product vision for OPSWAT’s CDS offering: the low-to-high transfer pipeline built on our CDR-inferred Transformation Engine, MetaDefender Core™ multiscanning, Proactive DLP™, software supply chain / SBOM (Software Bill of Materials) validation, AI-powered zero-day threat detection, and AI vulnerability-exploit prevention, and hardware-enforced diodes.
• Translate the NSA/NCDSMO “Raise the Bar” principles — Redundant, Always Invoked, Independent Implementations, Non-Bypassable — and the UK NCSC cross-domain principles into a concrete product and assurance roadmap.
• Decide which capabilities are productized versus delivered as configuration, and drive the re-engineering needed for the portfolio to operate as one seamless solution.
• Own the sequenced path to certification: meet the UK / Five Eyes bar (NCSC principles, NATO NIAPC) now, and build toward formal NCDSMO / Raise the Bar alignment over time.
• Partner with accreditation bodies, evaluation labs, and ecosystem partners (e.g., INFODAS for SECRET-level and NATO deployments) to expand the addressable set of programs.
• Be the product voice in CDS deals: qualify requirements, support system integrators, and shape the land-and-expand motion across the established revenue streams.
• Work with Product Marketing, Sales SMEs, and Solutions Engineering to keep messaging, battle cards, and demos technically accurate and competitive against established cross-domain incumbents and point-solution vendors.
• Ensure the CDS pipeline deploys cleanly in on-premises, air-gapped, and classified environments across Windows and Linux.
• Drive the integration seams between OPSWAT products so customers experience one solution, not many.
• Package the product. Convert the proofs-of-concept and joint-solution engagements already in development into a cohesive, packaged cross-domain product offering — the core build-out of this role — including product packaging and pricing.
• Own the competitive narrative. Produce a cross-domain competitive landscape analysis and turn it into sales-ready battle cards.
• Drive demand and enablement. Build the demand-development strategy, GTM training, sales enablement, and repeatable playbooks that let the field qualify and sell CDS consistently.
• Prove it with customers. Study existing customer use cases and accounts in development with joint solutions, run POCs (proofs-of-concept), and fold the successful ones back into the packaged offering.
• Open new routes to market. Identify concrete partnerships and contract vehicles to explore for cross-domain growth.
• Own the business view. Stay on top of the numbers and be ready to walk the business with executive leadership at any time — pipeline, line of sight on current business and sales opportunities, and full awareness of and accountability for every GTM campaign, activity, and result. Decision-making here is data-driven and data-oriented by default.
Qualifications:
Required:
• Bring 10+ years in product management or product leadership, with significant time owning security or infrastructure products deployed in customer environments — not purely SaaS — including on-prem and air-gapped.
• Have direct experience with cross-domain solutions, high-assurance guards, data diodes, or the defense/intelligence security domain. You understand classification boundaries, low-to-high versus high-to-low transfer, and what 'accredited' actually requires.
• Have working fluency with the relevant frameworks: NSA/NCDSMO Raise the Bar, UK NCSC cross-domain principles, Common Criteria / EAL, NATO NIAPC, and risk-management and accreditation processes.
• Have sold and delivered into government/defense — ideally UK MOD, Royal Navy, or Five Eyes — through system integrators and partners.
• Take a deeply hands-on approach: this is a builder’s role, so you are in the architecture and trade-off discussions, write the specifications yourself, and challenge technical decisions directly — not from a distance.
• Demonstrate full-scale, hands-on use of AI across the whole job — from research and competitive analysis through specification, prototyping, and production. We expect concrete, recent examples of the AI tools and workflows you use and how they have measurably boosted your and your team’s productivity and outcomes. This is a hard expectation, not a nice-to-have.
• Are a strong communicator and internal seller: you can align Product Marketing, Sales, and engineering, and present a strategy to executive leadership.
Preferred:
• Background in content inspection / CDR, malware analysis, DLP, or file-processing pipelines that handle large-volume, mission-critical workloads.
• Former defense, intelligence, or system-integrator experience (e.g., DISA, MOD, or the NCSC ecosystem).
• Experience taking a product through formal security accreditation or certification.
• Familiarity with critical infrastructure and OT/IT cross-domain use cases.
Company:
OPSWAT is a Critical Infrastructure Protection CIP Cybersecurity for ICS and OT environments Founded in 2002, the company is headquartered in Tampa, USA, with a team of 501-1000 employees. The company is currently Late Stage.