At a Glance
- Tasks: Lead and expand our VAR channel strategy across EMEA, driving revenue through partnerships.
- Company: Join Obsidian Security, a fast-growing leader in SaaS security backed by top investors.
- Benefits: Enjoy competitive salary, equity options, flexible time off, and comprehensive healthcare.
- Other info: Remote role based in the UK, with excellent career growth opportunities.
- Why this job: Make an impact in the cybersecurity space while working with innovative tech and dynamic teams.
- Qualifications: 8+ years in channel sales or partner management, preferably in cybersecurity or SaaS.
The predicted salary is between 63000 - 77000 £ per year.
Founded in 2017, Obsidian Security was created to close a critical gap: securing the Saa S applications where modern business happens—platforms like Microsoft 365, Salesforce—and hundreds more.
Backed by top investors such as Greylock, Norwest Venture Partners, and IVP, we’ve built a complete Saa S security platform to reduce risk, detect and respond to threats, and prevent breaches at the source.
Our team includes leaders who helped define the categories of endpoint and identity security at Crowd Strike, Okta, Cylance, and Carbon Black.
Now, we’re transforming how Saa S is secured in the era of agentic AI.
Today, Obsidian is trusted by global enterprises like Snowflake, T‑Mobile, and Pure Storage.
We protect more than 200 organizations across North America, Europe, the Middle East, Southeast Asia, Australia, and New Zealand—including many of the world’s largest Fortune 1000 and Global 2000 companies.
With strong global momentum, a growing partner ecosystem including Sentinel One, Databricks, and Google Cloud, and a major fundraise on the horizon, we’re scaling quickly toward long‑term growth and IPO readiness.
Join us as we define the future of Saa S security!
The Opportunity
We are looking for a Channel Partner Director to lead and expand our Value‑Added Reseller (VAR) channel strategy across the EMEA region.
This is a high‑impact, field‑facing role responsible for recruiting, enabling, and accelerating performance of key VAR partners in a high‑growth territory.
You’ll work closely with our sales, marketing, and partner teams to drive revenue through trusted channel relationships that align with Obsidian’s go‑to‑market strategy.
This is a UK‑based remote role with preference for candidates based in the Greater London region, supporting partners and regional field teams across this territory.
Key Responsibilities
- Partner Strategy & Execution
- 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.
- Partner Enablement & Growth
- Drive onboarding, sales enablement, and product training across regional VAR partners.
- Develop go‑to‑market campaigns, joint events, and demand generation programs.
- Support field sales in co‑selling motions, lead sharing, and opportunity registration.
- Relationship Management
- 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.
- Cross‑Functional Collaboration
- 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.
Who You Are
- 8+ years of experience in channel sales or partner management in the cybersecurity or enterprise Saa S 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 Qualifications
- Experience working with security‑focused VARs (e. g., Guide Point, Optiv, Presidio, etc.)
- Familiarity with Saa S and security platforms like Microsoft 365, Salesforce, or identity providers.
- Experience launching or scaling partner programs at high‑growth companies
- Employee Benefits
Our competitive benefits packages are designed to support our employees' well‑being, both at work and at home. Our US‑based employees enjoy:
- 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
For more details on our US benefits, or for information on our international benefits, please see here.
Pay
Transparancy: Please note that the base pay range is a guideline and for candidates who receive an offer, the base pay will vary based on factors such as work location, as well as the knowledge, skills and experience of the candidate.
In addition to a competitive base salary, this position is eligible for equity awards and may be eligible for sales commission or incentive compensation based on the role or function within the company.
Base Salary Range: $177,000 USD - $205,000 USD
At Obsidian, we are proud to be an equal‑opportunity employer.
We value diversity and hire for talent, passion, and compassion.
In compliance with federal law, all persons hired will be required to submit satisfactory proof of identity and legal authorization.
If you have a need that requires accommodation, please contact accommodations@obsidiansecurity. com.
Information collected and processed as part of any job applications you choose to submit is subject to Obsidian’s Applicant Privacy Policy.
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Sr Channel Account Manager (EMEA) employer: Obsidian Security
At Obsidian Security, we pride ourselves on being an exceptional employer that fosters a dynamic and inclusive work culture. Our employees benefit from competitive compensation packages, comprehensive healthcare, and ample opportunities for personal and professional growth, all while working in the vibrant tech hub of London. Join us as we lead the charge in SaaS security, where your contributions will have a meaningful impact on global enterprises and your career trajectory can soar in our fast-paced, innovative environment.
StudySmarter Expert Advice🤫
We think this is how you could land Sr Channel Account Manager (EMEA)
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Sr Channel Account Manager (EMEA) at Obsidian Security, presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including Obsidian Security. Tailor your message to explain why you’re drawn to them and how you can contribute as a Sr Channel Account Manager (EMEA). Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Sr Channel Account Manager (EMEA)
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for Obsidian Security:When writing your cover letter, make sure to tailor your message specifically for Obsidian Security. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at Obsidian Security
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show Obsidian Security that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show Obsidian Security that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with Obsidian Security’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
