[Remote] Sr Channel Account Manager - Central

Note: The job is a remote job and is open to candidates in USA. Obsidian Security is a company focused on securing SaaS applications. They are seeking a Sr Channel Account Manager to lead and expand their Value-Added Reseller (VAR) channel strategy across the central regions of the U.S., responsible for recruiting and enabling key VAR partners to drive revenue.

Responsibilities

• 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

Skills

• 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

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
• Equity awards
• May be eligible for sales commission or incentive compensation based on the role or function within the company

Company Overview

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