Find a job 
Featured Companies 
Featured Universities 
For Companies At a Glance
- Tasks: Lead and expand our VAR channel strategy across EMEA, driving revenue through trusted 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.
- Why this job: Make a real impact in cybersecurity while working with innovative tech and dynamic teams.
- Qualifications: 8+ years in channel sales or partner management, preferably in cybersecurity or SaaS.
- Other info: Remote role based in the UK, with excellent career growth opportunities.
The predicted salary is between 60000 - 84000 ÂŁ per year.
Founded in 2017, Obsidian Security was created to close a critical gap: securing the SaaS 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 SaaS 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 CrowdStrike, Okta, Cylance, and Carbon Black. Now, we’re transforming how SaaS 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 organisations 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 SentinelOne, 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 SaaS 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 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 Qualifications
- 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.
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 Transparency: 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.
Sr Channel Account Manager (EMEA) employer: Obsidian Security
Contact Detail:
Obsidian Security Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Sr Channel Account Manager (EMEA)
✨Tip Number 1
Network like a pro! Get out there and connect with people in the industry. Attend events, join online forums, and don’t be shy about reaching out on LinkedIn. You never know who might have the inside scoop on job openings!
✨Tip Number 2
Prepare for those interviews! Research Obsidian Security and understand their products and culture. Think about how your experience aligns with their needs, especially in channel sales and partner management. Show them you’re not just another candidate!
✨Tip Number 3
Follow up after interviews! A quick thank-you email can go a long way. It shows your enthusiasm for the role and keeps you fresh in their minds. Plus, it’s a great chance to reiterate why you’re the perfect fit for the team.
✨Tip Number 4
Don’t forget to apply through our website! It’s the best way to ensure your application gets seen by the right people. Plus, it shows you’re genuinely interested in being part of the Obsidian team. Let’s get you that job!
We think you need these skills to ace Sr Channel Account Manager (EMEA)
Some tips for your application 🫡
Tailor Your CV: Make sure your CV is tailored to the role of Sr Channel Account Manager. Highlight your experience in channel sales and partner management, especially in the cybersecurity or SaaS space. We want to see how your skills align with our needs!
Craft a Compelling Cover Letter: Your cover letter is your chance to shine! Use it to tell us why you're passionate about SaaS security and how you can contribute to our growth. Be specific about your achievements and how they relate to the responsibilities outlined in the job description.
Showcase Your Communication Skills: As a Channel Partner Director, strong communication is key. In your application, demonstrate your ability to build relationships and collaborate effectively. Use clear and concise language to convey your ideas and experiences.
Apply Through Our Website: We encourage you to apply directly through our website for the best chance of being noticed. It’s the easiest way for us to keep track of your application and ensure it gets into the right hands. Don’t miss out on this opportunity!
How to prepare for a job interview at Obsidian Security
✨Know Your Stuff
Before the interview, dive deep into Obsidian Security's products and services. Understand their SaaS security platform and how it addresses the needs of businesses using applications like Microsoft 365 and Salesforce. This knowledge will help you answer questions confidently and show your genuine interest in the role.
✨Showcase Your Experience
Prepare to discuss your previous experience in channel sales or partner management, especially within the cybersecurity or enterprise SaaS space. Have specific examples ready that highlight your success in building and managing VAR relationships, as this is crucial for the role.
✨Demonstrate Collaboration Skills
Since the role involves cross-functional collaboration, be ready to share examples of how you've successfully worked with sales, marketing, and partner teams in the past. Highlight your communication skills and ability to align different teams towards a common goal.
✨Ask Insightful Questions
Prepare thoughtful questions about Obsidian's partner strategy and future growth plans. This not only shows your enthusiasm for the position but also helps you gauge if the company aligns with your career goals. Asking about their approach to VAR enablement can also demonstrate your understanding of the role's responsibilities.