Channel Partner Director – EMEA

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Obsidian Security

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51 - 200 employés

🔒 Cybersecurity

☁️ SaaS

💰 €90 000 000 Series C en 2022-03

Cybersecurity • SaaS

Protégez vos applications critiques pour l'entreprise en atténuant les menaces et en réduisant les risques avec Obsidian, la première solution de sécurité véritablement complète pour les SaaS. L'entreprise est soutenue par Greylock Partners, Wing, GV et Norwest Venture Partners.

Description

• 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.

🎯 Exigences

• 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%).

🏖️ Avantages

• 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