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Obsidian Security·UK·26 авг.
Sr Channel Account Manager (EMEA)
🌍 УдалённоLeadПолная занятость🌐 Глобал
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Наша компания
Obsidian Security is the leading SaaS security platform, trusted by global enterprises like Snowflake, T-Mobile, and Algolia. We protect 200+ organizations across North America, Europe, the Middle East, Southeast Asia, Australia, and New Zealand, including many of the world’s largest Fortune 1000 and Global 2000 companies. Founded in 2017 and backed by top investors like Greylock, Obsidian was built to close a critical gap: securing SaaS apps where business happens—Microsoft 365, Salesforce, and hundreds more. The company does this by offering a complete SaaS security platform to reduce risk,
О роли
With AI driving rapid SaaS growth and complexity, agentic AI tools gain privileged access to sensitive data through integrations, creating new risks most security tools miss. Obsidian uniquely detects anomalous OAuth token activity and manages integration risks. Major announcements are on the horizon. Recognizing that SaaS security needs to evolve, Obsidian enables growing organizations to start w
Чем предстоит заниматься
We are looking for a Sr Channel Account Manager to lead and expand our Value-Added Reseller (VAR) channel strategy across the EMEA region. This is a high-impact, field-facing role responsible for recruiting, enabling, and accelerating performance of key VAR partners in a high-growth territory. You’ll work closely with our sales, marketing, and partner teams to drive revenue through trusted channel relationships that align with Obsidian’s go-to-market strategy
This is a UK based remote role with preference for candidates based in the Greater London region, supporting partners and regional field teams across this territory
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
Наши требования
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%)
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
Дополнительно
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
Технологии и навыки
Obsidian Security
UK
ГрейдLead
ЗанятостьПолная занятость
РегионВеликобритания
ФорматУдалённо
ИсточникСкрыто
Опубликовано26 авг.
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