Cobalt · 2 weeks ago
Senior Channel Account Manager, North America (Technology Alliances)
United States
Full-time
Remote
Mid, Senior Level
$100K/yr - $125K/yr
3+ years expCobalt is a company committed to enhancing Offensive Security Testing for organizations of all sizes. The Senior Channel Account Manager will focus on expanding relationships with key technology partners, driving joint revenue, and ensuring successful partner engagement across the North American tech ecosystem.
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
Earn competitive compensation and an attractive equity plan
Save for the future with a 401(k) program (US) or pension (EU)
Benefit from medical, dental, vision and life insurance (US) or statutory healthcare (EU)
Leverage stipends for: Wellness, Work-from-home equipment & wifi, Learning & development
Make the most of our flexible, generous paid time off and 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
Business Wire
2026-01-22
2026-01-20
Alchemist Accelerator
2026-01-02
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