Obsidian Security is seeking a Sr Channel Account Manager to lead and expand our Value-Added Reseller (VAR) channel strategy across the central regions of the U.S. This high-impact, field-facing role is responsible for recruiting, enabling, and accelerating performance of key VAR partners in a high-growth territory, working closely with sales, marketing, and partner teams to drive revenue through trusted channel relationships.
What You'll Do
- 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 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.
What We're Looking For
- 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 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 Have
- 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
Technical Stack
- Microsoft 365
- Salesforce
- identity providers
Benefits & Compensation
- 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
- Salary: $164,000 - $180,000 USD
- Equity awards
- Sales commission or incentive compensation
Work Mode
U.S. based remote role with preference for candidates based in the west/mountain/central region, supporting partners and regional field teams across this territory.
Obsidian is proud to be an equal-opportunity employer. We value diversity and hire for talent, passion, and compassion. In compliance with federal law, all persons hired will be required to submit satisfactory proof of identity and legal authorization. If you have a need that requires accommodation, please contact [email protected]
