Sr Channel Account Manager - Northeast

Obsidian Security

2d•$164,000 - $180,000•Remote

About The Position

Obsidian Security was founded in 2017 to address the critical need for securing SaaS applications used in modern business, such as Microsoft 365 and Salesforce. Backed by prominent investors and a team with experience from leading cybersecurity companies, Obsidian has developed a comprehensive SaaS security platform. The company is transforming SaaS security for the era of agentic AI and is trusted by global enterprises like Snowflake and T-Mobile. Obsidian protects over 200 organizations worldwide and is experiencing significant growth, with a strong partner ecosystem and an upcoming fundraise, positioning the company for IPO readiness. This role offers an opportunity to join a rapidly scaling company defining the future of SaaS security.

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 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%).

Nice To Haves

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

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.