Cobalt · 4 weeks ago
Senior Channel Account Manager, North America (Technology Alliances)
United States
Full-time
Remote
Mid, Senior Level
$100K/yr - $125K/yr
3+ years expCobaltio is a company focused on improving offensive security testing, and they are seeking a Senior Channel Account Manager for North America to enhance relationships with key technology partners. This role involves executing partner account strategies, managing partner relationships, and driving revenue growth through collaboration with technology alliance partners.
Cloud SecurityEnterprise ApplicationsPenetration TestingSaaSSecurity
Responsibilities
Execute a partner account strategy that accelerates joint pipeline development and revenue with technology alliance partners such as Unisys, Dell, and other strategic platform providers
Drive regional go-to-market alignment with technology partners to increase solution integration, referral activity, and reseller momentum
Assess, refine, and scale partner engagement processes, including enablement, reporting, and pipeline governance
Own day-to-day partner relationship management: QBRs, business plans, lead-sharing, forecast reviews, and cross-functional coordination
Develop and maintain a Technology Partner Playbook tailored to alliance needs and co-selling motions
Collaborate with partners to create and execute joint business plans supporting shared revenue, product integration opportunities, and market expansion
Drive quarterly business outcomes, including new partner-sourced opportunities, closed-won revenue, and ecosystem influence
Partner closely with Product and Marketing to ensure partners are fully enabled on Cobalt’s offerings, integration points, and use cases
Travel to partner meetings, joint events, and industry conferences as needed
Qualification
Required
3–5 years of channel or technology partner management experience in a B2B SaaS or cybersecurity environment
Experience managing or supporting alliance relationships with technology vendors, OEMs, or large solution integrators
Understanding of B2B SaaS GTM motions and familiarity with selling into IT personas (CISO, CTO, IT leadership)
Strong relationship-building skills with both technical and commercial audiences
Demonstrated ability to manage a partner pipeline, forecast accurately, and meet revenue targets
Excellent communication, presentation, and interpersonal skills
Ability to thrive in a fast-paced, high-growth environment and operate with a high degree of ownership
Experience negotiating partner agreements and navigating complex stakeholder landscapes
Willingness to travel within North America
Benefits
401(k) program (US) or pension (EU)
Medical, dental, vision and life insurance (US) or statutory healthcare (EU)
Wellness
Work-from-home equipment & wifi
Learning & development
Flexible, generous paid time off
Paid parental leave
Company
Cobalt
Cobalt is a PtaaS platform for security and development teams as well as infuses manual security testing with transparency.
201-500 employees
Funding
Current Stage
Growth StageTotal Funding
$36.97MKey Investors
Highland EuropebyFounderseLab Ventures
2020-08-20Series B· $29M
2018-05-02Series A· $5M
2016-08-17Seed· $1.5M
Leadership Team
Jacob Hansen
Co-founder and Board Member
Jakob Storm
Co-Founder and Chief Product Architect
Recent News
Alchemist Accelerator
2026-01-02
Business Wire
2025-12-18
2025-12-08
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