Sr Channel Account Manager (EMEA)

Obsidian Security
United Kingdom
Workplace: RemoteFull timeFunction: Business Development & PartnershipsExperience: 8+ yearsSkills: ["Communication","Collaboration","Leadership","Presentation","Strategic thinking"]

Lead and scale Obsidian’s VAR channel across EMEA, recruiting and enabling security-focused resellers, developing regional partner plans, and driving revenue through collaboration with sales, marketing, and partner teams. This UK-based remote role prioritizes Greater London candidates, involves regular QBRs and cross-functional alignment, and requires travel to cover the region as needed (~25%).

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Obsidian Security
Obsidian Security
9 months ago

Sr Channel Account Manager (EMEA)

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Source: Company careers pageValidated by: Fursa AI
Last checked: 36 minutes agoStatus: Live

Job Summary

Lead and scale Obsidian’s VAR channel across EMEA, recruiting and enabling security-focused resellers, developing regional partner plans, and driving revenue through collaboration with sales, marketing, and partner teams. This UK-based remote role prioritizes Greater London candidates, involves regular QBRs and cross-functional alignment, and requires travel to cover the region as needed (~25%).
Location: United Kingdom
Workplace: Remote
Employment Type: Full time
Job Function: Business Development & Partnerships
Seniority: Director level

Key Responsibilities

  • •Own the development and execution of a targeted VAR strategy and drive regional partner programs.
  • •Identify, recruit, and activate high-potential security-focused resellers across the territory.
  • •Build and manage regional partner business plans and track KPIs such as partner-sourced pipeline and revenue contribution.
  • •Drive onboarding, sales enablement, and product training across regional VAR partners; develop GTM campaigns and demand gen programs.
  • •Serve as the primary point of contact for VARs; conduct regular QBRs and pipeline reviews; support partner success with engagement and incentives.
Travel: Medium travel

Pay and Benefits

Perks:Health InsuranceDentalVision401kEquityRemote Work

Key Requirements

  • •8+ years of experience in channel sales or partner management in the cybersecurity or enterprise SaaS space.
  • •Proven track record building and managing 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.
Experience:8+ yearsCybersecurityEnterprise SaaSVARChannel salesPartner management
Skills:CommunicationCollaborationLeadershipPresentationStrategic thinking
Languages:English
Tech Stack:Microsoft 365SalesforceIdentity providers

Company Brief

Obsidian Security
Provides cloud-native security solutions that detect and respond to identity- and configuration-based threats across SaaS, IaaS, and cloud identity platforms. Focuses on discovering risky exposures, prioritizing alerts, and enabling remediation for enterprise cloud environments.
Industry: Cybersecurity
Headquarters: San Mateo, United States
WebsiteLinkedIn