Senior Channel Account Manager

🕒 Maio 18

🇺🇸 Estados Unidos – Remoto (EUA)

💵 $164.000 - $180.000 / ano

⏰ Tempo Integral

🟠 Sênior

💰 Gerente de Contas

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Obsidian Security

SiteLinkedInTodas as Vagas

51 - 200 funcionários

🔒 Cibersegurança

☁️ SaaS

💰 $90.000.000 Series C em 2022-03

Cybersecurity • SaaS

Proteja suas aplicações críticas para os negócios mitigando ameaças e reduzindo riscos com a Obsidian, a primeira solução de segurança verdadeiramente abrangente para SaaS. A empresa é apoiada por Greylock Partners, Wing, GV e Norwest Venture Partners.

Descrição

• 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.

🎯 Requisitos

• 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%).

🏖️ Benefícios

• 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