Channel Account Director

October 28

🏄 California – Remote

Although this job is listed in California, this company may be open to hiring remote in other states.

💵 $136k - $226k / year

⏰ Full Time

🔴 Lead

🧑‍💼 Account Executive

🦅 H1B Visa Sponsor

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Obsidian Security

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Cybersecurity • SaaS

Obsidian Security is a company that specializes in providing comprehensive security solutions for Software as a Service (SaaS) applications. Their platform focuses on SaaS Security Posture Management (SSPM) and Identity Threat Detection and Response (ITDR) to deliver robust protection for both human and non-human identities within SaaS environments. Obsidian Security aims to manage excessive privileges, prevent SaaS configuration drift, achieve compliance, and protect against threats such as token compromise and spear phishing. Through machine learning and strategic partnerships, Obsidian offers deep threat insights and a consolidated view of security alerts with actionable remediation steps, ensuring end-to-end SaaS security for businesses and organizations.

51 - 200 employees

🔒 Cybersecurity

☁️ SaaS

💰 $90M Series C on 2022-03

📋 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.

🎯 Requirements

• 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%).

🏖️ Benefits

• 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