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Sr Channel Account Manager - Central

2 weeks, 1 day ago
United States
Full-time
Senior
Partnerships Manager
Sales and Business Development
Cybersecurity GCP Salesforce
Apply Now
Obsidian Security

Obsidian Security

Obsidian Security is a Southern California-based company at the forefront of cybersecurity, artificial intelligence, and hybrid cloud environments. They offer a comprehensive security solution for businesses, including advanced threat protection, insid...

Internet Software & Services
51-250
Founded 2017
$30M raised
View All Jobs 27

Description

  • Own the development and execution of a targeted VAR channel strategy across the territory.
  • Identify, recruit, and activate high-potential security-focused reseller partners.
  • Build and manage regional partner business plans and track performance against key KPIs.
  • Drive partner onboarding, sales enablement, and product training for VARs.
  • Develop joint go-to-market campaigns, events, and demand generation programs with partners.
  • Support co-selling motions, lead sharing, and opportunity registration with field sales teams.
  • Serve as the primary point of contact for VAR partners and build executive- and sales-level relationships.
  • Conduct regular QBRs, pipeline reviews, and sales alignment sessions.
  • Collaborate with regional field teams, marketing, sales operations, and finance on territory planning, campaigns, forecasting, and partner ROI analysis.

Requirements

  • 8+ years of experience in channel sales or partner management in cybersecurity or enterprise SaaS.
  • Proven track record of building and managing successful regional VAR relationships at both regional and national levels.
  • Strong understanding of reseller business models, sales cycles, and regional market dynamics.
  • Excellent communication and collaboration skills in matrixed, cross-functional teams.
  • Self-starter who can build programs from scratch in a fast-paced startup environment.
  • Ability to travel throughout the U.S. as needed, approximately 25%.
  • Preferred: Experience working with security-focused VARs such as GuidePoint, Optiv, or Presidio.
  • Preferred: Familiarity with SaaS and security platforms like Microsoft 365, Salesforce, or identity providers.
  • Preferred: Experience launching or scaling partner programs at high-growth companies.

Benefits

  • Competitive compensation with equity and 401(k).
  • 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.
  • Eligible for sales commission or incentive compensation, depending on role or function.
  • Base salary range of $164,000 to $180,000 USD.

Interested in this position?

Apply directly on the company website

Apply Now

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