Obsidian Security - Sr Channel Account Manager - Central
Requirements
• 8+ years of experience in channel sales or partner management in the cybersecurity or enterprise SaaS space. • Proven track record building and managing successful regional VAR relationships both regionally and nationally. • Strong understanding of reseller business models, sales cycles, and regional market dynamics. • Excellent communicator and collaborator with experience working in matrixed, cross-functional teams. • Self-starter who thrives in a fast-paced, startup environment and knows how to build from scratch. • Ability to travel throughout the U.S. as needed (~25%). • Experience working with security-focused VARs (e.g., GuidePoint, Optiv, Presidio, etc.) • Familiarity with SaaS and security platforms like Microsoft 365, Salesforce, or identity providers. • Experience launching or scaling partner programs at high-growth companies
Responsibilities
• Partner Strategy & Execution • Own the development and execution of a targeted VAR strategy. • Identify, recruit, and activate high-potential security-focused resellers across the territory. • Build and manage regional partner business plans and track key KPIs such as partner-sourced pipeline and revenue contribution. • Partner Enablement & Growth • Drive onboarding, sales enablement, and product training across regional VAR partners. • Develop go-to-market campaigns, joint events, and demand gen programs. • Support field sales in co-selling motions, lead sharing, and opportunity registration. • Relationship Management • Serve as the primary point of contact for VARs —building strong executive and sales-level relationships. • Conduct regular QBRs, pipeline reviews, and sales alignment sessions. • Support partner success through consistent engagement, feedback loops, and performance incentives. • Cross-Functional Collaboration • Partner with regional field teams to align on territory priorities, partner alignment, and deal execution. • Collaborate with marketing on regional partner campaigns, event sponsorships, and content localization. • Work with sales ops and finance on territory forecasting, tracking, and partner ROI analysis.
Benefits
• Our competitive benefits packages are designed to support our employees' well-being, both at work and at home. Our US based employees enjoy: • Competitive compensation with equity and 401k • Comprehensive healthcare with dental and vision coverage • Flexible paid time off and paid holiday time off • 12 weeks of new parent or family leave • Personal and professional development resources • For more details on our US benefits, or for information on our international benefits, please see here. • Pay Transparancy • Pay Transparancy • Please note that the base pay range is a guideline and for candidates who receive an offer, the base pay will vary based on factors such as work location, as well as the knowledge, skills and experience of the candidate. In addition to a competitive base salary, this position is eligible for equity awards and may be eligible for sales commission or incentive compensation based on the role or function within the company. • At Obsidian, we are proud to be an equal-opportunity employer. We value diversity and hire for talent, passion, and compassion. In compliance with federal law, all persons hired will be required to submit satisfactory proof of identity and legal authorization. If you have a need that requires accommodation, please contact [email protected] • Information collected and processed as part of any job applications you choose to submit is subject to Obsidian’s Applicant Privacy Policy. • $164,000—$180,000 USD
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