Senior Channel Account Manager

Obsidian Security

Manage and grow the Value-Added Reseller channel strategy at Obsidian Security. Collaborate with teams to drive revenue through strategic partnerships across the Northeast region.

Posted 5/18/2026full-timeRemote • 🇺🇸 United StatesSenior💰 $164,000 - $180,000 per yearWebsite

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

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.

Requirements

What you’ll need

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%).

Benefits

Comp & perks

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

ATS Keywords

✓ Tailor your resume

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

channel salespartner managementsales enablementgo-to-market strategydemand generationpipeline managementterritory forecastingROI analysisperformance incentivessales cycles

Soft Skills

communicationcollaborationrelationship buildingself-starteradaptabilitystrategic thinkingproblem-solvingengagementfeedback managementteamwork