Obsidian Security
SaaS security
SrChannelAccountManager-Northeast
Neural analysis suggests this role is
optimal for Senior candidates.
“Sr Channel Account Manager - Northeast at Obsidian Security. Skills: channel sales, partner management, VAR strategy, go-to-market strategy, channel strategy. Own the development and execution of a targeted VAR strategy. Identify, recruit, and activate high-potential security-focused resellers across the territory”
What You'll Achieve.
accelerate performance of key VAR partners in a high-growth territory; drive revenue through trusted channel relationships; track key KPIs such as partner-sourced pipeline and revenue contribution; Drive partner sourced opportunities; Support partner success through consistent engagement, feedback loops, and performance incentives; partner ROI analysis
Industry & Context.
Ability to travel throughout the U. S. as needed (~25%)
What They're Looking For.
Must Have
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, 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%)
Nice to Have
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
What You'll Do.
Own the development and execution of a targeted VAR strategy
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
and product training across regional VAR partners
Develop go-to-market campaigns
and demand gen programs
Support field sales in co-selling motions
and opportunity registration
Serve as the primary point of contact for VARs —building executive and sales-level relationships
and sales alignment sessions
Support partner success through consistent engagement
and performance incentives
How You'll Work.
Team & 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; experience working in matrixed, cross-functional teams
Communication Scope
Excellent communicator
Full Job Description
Founded in 2017, Obsidian Security was created to close a critical gap: securing the SaaS applications where modern business happens—platforms like Microsoft 365, Salesforce, and hundreds more. Backed by top investors including Greylock, Norwest Venture Partners, and IVP, we’ve built a complete SaaS security platform to reduce risk, detect and respond to threats, and prevent breaches at the source. Our team includes leaders who helped define the categories of endpoint and identity security at CrowdStrike, Okta, Cylance, and Carbon Black. Now, we’re transforming how SaaS is secured—in the era of agentic AI. Today, Obsidian is trusted by global enterprises like Snowflake, T-Mobile, and Pure Storage. We protect more than 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. With strong global momentum, a growing partner ecosystem including SentinelOne, Databricks, and Google Cloud, and a major fundraise on the horizon, we’re scaling quickly toward long-term growth and IPO readiness. Join us as we define the future of SaaS security! The Role We are looking for a Sr Channel Account Manager to lead and expand our Value-Added Reseller (VAR) channel strategy across the East region of the U. S. 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 U. S. based remote role with preference for candidates based in the Northeast region, supporting partners and regional field teams across this territory. Key Responsibilities Partner Strategy & Execution Own the development and execution of a targeted VAR strategy. Identify, recruit, and activa Partner Strategy & Execution Ow
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