Note: The job is a remote job and is open to candidates in USA. Obsidian Security is a company focused on securing SaaS applications. They are seeking a Sr Channel Account Manager to lead and expand their Value-Added Reseller (VAR) channel strategy across the central regions of the U.S., responsible for recruiting and enabling key VAR partners to drive revenue.
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
Skills
- 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%)
- 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
- Equity awards
- May be eligible for sales commission or incentive compensation based on the role or function within the company
Company Overview
Obsidian Security is a threat detection and posture management for business-critical saas applications. It was founded in 2017, and is headquartered in Newport Beach, California, USA, with a workforce of 51-200 employees. Its website is https://www.obsidiansecurity.com.Company H1B Sponsorship
Obsidian Security has a track record of offering H1B sponsorships, with 5 in 2025, 5 in 2024, 1 in 2023, 4 in 2022, 3 in 2021, 2 in 2020. Please note that this does not guarantee sponsorship for this specific role.