About Obsidian Security
Founded in 2017, Obsidian Security bridges the gap in SaaS application security for modern businesses. Backed by top investors, we provide a comprehensive platform that detects, responds to, and prevents security threats across Microsoft 365, Salesforce and hundreds of other SaaS environments.
The Role
Channel Partner Director – U.S. Remote
Obsidian seeks a high‑impact, field‑facing partner director to lead and expand our Value‑Added Reseller (VAR) channel strategy across the Western and part of the Central United States. The role focuses on recruiting, enabling, and accelerating performance of key VAR partners to drive revenue through trusted channel relationships aligned with our go‑to‑market strategy.
Responsibilities
Partner Strategy & Execution
* 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.
Partner Enablement & Growth
* Drive onboarding, sales enablement, and product training across regional VAR partners.
* Develop go‑to‑market campaigns, joint events, and demand‑generation programs.
* Support field sales in co‑selling motions, lead sharing, and opportunity registration.
Relationship Management
* 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.
Cross‑Functional Collaboration
* 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.
Who You Are
* 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%).
Preferred Qualifications
* Experience working with security‑focused VARs (e.g., GuidePoint, Optiv, Presidio).
* Familiarity with SaaS and security platforms like Microsoft 365, Salesforce, or identity providers.
* Experience launching or scaling partner programs at high‑growth companies.
Seniority Level
* Director
Employment Type
* Full‑time
Job Function
* Sales and Business Development
* Computer and Network Security
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
Base Salary Range: $177,000 USD – $205,000 USD
At Obsidian, we are 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 accommodations@obsidiansecurity.com. Information collected and processed as part of any job applications you choose to submit is subject to Obsidian’s Applicant Privacy Policy.
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