[Remote] Sr Channel Account Manager - Central

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.ResponsibilitiesOwn the development and execution of a targeted VAR strategyIdentify, recruit, and activate high-potential security-focused resellers across the territoryBuild and manage regional partner business plans and track key KPIs such as partner-sourced pipeline and revenue contributionDrive onboarding, sales enablement, and product training across regional VAR partnersDevelop go-to-market campaigns, joint events, and demand gen programsSupport field sales in co-selling motions, lead sharing, and opportunity registrationServe as the primary point of contact for VARs —building strong executive and sales-level relationshipsConduct regular QBRs, pipeline reviews, and sales alignment sessionsSupport partner success through consistent engagement, feedback loops, and performance incentivesPartner with regional field teams to align on territory priorities, partner alignment, and deal executionCollaborate with marketing on regional partner campaigns, event sponsorships, and content localizationWork with sales ops and finance on territory forecasting, tracking, and partner ROI analysisSkills8+ years of experience in channel sales or partner management in the cybersecurity or enterprise SaaS spaceProven track record building and managing successful regional VAR relationships both regionally and nationallyStrong understanding of reseller business models, sales cycles, and regional market dynamicsExcellent communicator and collaborator with experience working in matrixed, cross-functional teamsSelf-starter who thrives in a fast-paced, startup environment and knows how to build from scratchAbility 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 providersExperience launching or scaling partner programs at high-growth companiesBenefitsCompetitive compensation with equity and 401kComprehensive healthcare with dental and vision coverageFlexible paid time off and paid holiday time off12 weeks of new parent or family leavePersonal and professional development resourcesEquity awardsMay be eligible for sales commission or incentive compensation based on the role or function within the companyCompany OverviewObsidian 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 SponsorshipObsidian 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.