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Sr Channel Account Manager (EMEA)

5 months, 2 weeks ago
Europe, United Kingdom
Lead
Partnerships Manager
Sales and Business Development
Cybersecurity GCP Salesforce Snowflake
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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 6

Description

  • Own the development and execution of a targeted VAR channel strategy across EMEA.
  • Identify, recruit, and activate high-potential security-focused reseller partners.
  • Build and manage regional partner business plans and track KPIs such as sourced pipeline and revenue contribution.
  • Drive partner onboarding, sales enablement, and product training.
  • Develop go-to-market campaigns, joint events, and demand generation programs with partners.
  • Support field sales through co-selling motions, lead sharing, and opportunity registration.
  • Serve as the primary point of contact for VAR partners and build executive and sales-level relationships.
  • Conduct regular business reviews, 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.
  • Strong understanding of reseller business models, sales cycles, and regional market dynamics.
  • Excellent communication and collaboration skills in matrixed, cross-functional teams.
  • Ability to thrive in a fast-paced startup environment and build from scratch.
  • Ability to travel throughout the U.S. as needed, approximately 25%.
  • UK-based remote worker, with preference for candidates in the Greater London region.
  • Experience working with security-focused VARs such as GuidePoint, Optiv, or Presidio (preferred).
  • Familiarity with SaaS and security platforms such as Microsoft 365, Salesforce, or identity providers (preferred).
  • Experience launching or scaling partner programs at high-growth companies (preferred).

Interested in this position?

Apply directly on the company website

Apply Now

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