Sr Channel Account Manager - Central

Obsidian Security
United States
Workplace: RemoteFull timeUSD 164,000 - 180,000 annuallyFunction: Customer Success & Account ManagementSkills: ["Communication","Collaboration","Self-starter","Negotiation"]

We are seeking a Sr Channel Account Manager to lead and expand our VAR channel in the central U.S., recruiting and enabling security-focused resellers, building regional partner plans, and driving revenue through trusted partner relationships. The role is US-based remote with regional travel, collaborating closely with sales, marketing, and partner teams to execute go-to-market strategies and optimize partner ROI.

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Obsidian Security
Obsidian Security
4 months ago

Sr Channel Account Manager - Central

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Last checked: 2 hours agoStatus: Live

Job Summary

We are seeking a Sr Channel Account Manager to lead and expand our VAR channel in the central U.S., recruiting and enabling security-focused resellers, building regional partner plans, and driving revenue through trusted partner relationships. The role is US-based remote with regional travel, collaborating closely with sales, marketing, and partner teams to execute go-to-market strategies and optimize partner ROI.
Location: United States
Workplace: Remote
Employment Type: Full time
Job Function: Customer Success & Account Management
Seniority: Sr. Manager level

Key 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.
Travel: Medium travel

Pay and Benefits

Salary: USD 164,000 - 180,000 annually
Equity and Bonus:Equity
Perks:401kEquityHealth InsuranceDentalVisionParental Leave

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 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.
Experience:CybersecurityEnterprise SaaS
Skills:CommunicationCollaborationSelf-starterNegotiation
Languages:English
Tech Stack:Microsoft 365SalesforceIdentity providersDatabricksGoogle Cloud

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