Senior Channel Account Manager, North America (Technology Alliances)

Cobalt

27d • $100,000 - $125,000

About The Position

The Senior Channel Account Manager, North America will own and expand Cobalt’s relationships with key technology partners, including large solution integrators, OEMs, and technology platform alliances. This role requires 3–5 years of channel experience and is ideal for a high-impact, hands-on partner manager who can drive joint revenue, deepen solution alignment, and strengthen our presence across the North American tech ecosystem. Focus Partners: Unisys, Dell, CDW, SHI, and other technology & solution alliance partners

Requirements

• 3–5 years of channel or technology partner management experience in a B2B SaaS or cybersecurity environment.
• Experience managing or supporting alliance relationships with technology vendors, OEMs, or large solution integrators.
• Understanding of B2B SaaS GTM motions and familiarity with selling into IT personas (CISO, CTO, IT leadership).
• Strong relationship-building skills with both technical and commercial audiences.
• Demonstrated ability to manage a partner pipeline, forecast accurately, and meet revenue targets.
• Excellent communication, presentation, and interpersonal skills.
• Ability to thrive in a fast-paced, high-growth environment and operate with a high degree of ownership.
• Experience negotiating partner agreements and navigating complex stakeholder landscapes.
• Willingness to travel within North America.

Responsibilities

• Execute a partner account strategy that accelerates joint pipeline development and revenue with technology alliance partners such as Unisys, Dell, and other strategic platform providers.
• Drive regional go-to-market alignment with technology partners to increase solution integration, referral activity, and reseller momentum.
• Assess, refine, and scale partner engagement processes, including enablement, reporting, and pipeline governance.
• Own day-to-day partner relationship management: QBRs, business plans, lead-sharing, forecast reviews, and cross-functional coordination.
• Develop and maintain a Technology Partner Playbook tailored to alliance needs and co-selling motions.
• Collaborate with partners to create and execute joint business plans supporting shared revenue, product integration opportunities, and market expansion.
• Drive quarterly business outcomes, including new partner-sourced opportunities, closed-won revenue, and ecosystem influence.
• Partner closely with Product and Marketing to ensure partners are fully enabled on Cobalt’s offerings, integration points, and use cases.
• Travel to partner meetings, joint events, and industry conferences as needed.

Benefits

• Grow in a passionate, rapidly expanding industry operating at the forefront of the Pentesting industry
• Work directly with experienced senior leaders with ongoing mentorship opportunities
• Earn competitive compensation and an attractive equity plan
• Save for the future with a 401(k) program (US) or pension (EU)
• Benefit from medical, dental, vision and life insurance (US) or statutory healthcare (EU)
• Leverage stipends for: Wellness Work-from-home equipment & wifi Learning & development
• Make the most of our flexible, generous paid time off and paid parental leave

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed
• Number of Employees: 251-500 employees