Obsidian Security · 10 hours ago
Channel Partner Director (West)
United States
Full-time
Remote
Director/Executive
$177K/yr - $205K/yr
8+ years expObsidian Security is a company focused on securing SaaS applications, and they are seeking a Channel Partner Director to lead their Value-Added Reseller channel strategy. This role involves recruiting and enabling VAR partners, driving revenue through channel relationships, and collaborating with sales and marketing teams.
ComputerCyber SecurityNetwork SecuritySaaS
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
Qualification
Required
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%)
Preferred
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
Company
Obsidian Security
Obsidian Security is a threat detection and posture management for business-critical saas applications.
51-200 employees
H1B Sponsorship
Obsidian Security has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (5)
2024 (5)
2023 (1)
2022 (4)
2021 (3)
2020 (2)
Funding
Current Stage
Growth StageTotal Funding
$119.5MKey Investors
Wing Venture CapitalGreylock
2022-04-14Series C· $90M
2019-02-27Series B· $20M
2017-06-08Series A· $9.5M
Leadership Team
Hasan Imam
CEO
Ben Johnson
Co-Founder
Recent News
2025-12-29
2025-12-29
linkedin.com
2025-12-04
Company data provided by crunchbase