Note: The job is a remote job and is open to candidates in USA. Obsidian Security is the leading SaaS security platform, trusted by global enterprises. They are seeking a Senior Channel Account Manager to lead and expand their Value-Added Reseller channel strategy across the East region of the U.S., responsible for recruiting, enabling, and accelerating performance of key VAR partners.
Responsibilities
- 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
- Drive partner sourced opportunities
- 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
- 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
- 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
Skills
- 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 relationship with our key partners: GPS, Trace3 specifically
- 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
Benefits
- 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
Company Overview