Director Channel Partner

Summary

Join Obsidian Security as their Director, Channel Partner (East Region) to spearhead and expand their Value-Added Reseller (VAR) channel strategy across the Eastern U.S. This high-impact, field-facing role demands recruiting, enabling, and accelerating the performance of key VAR partners. Collaborate with sales, marketing, and partner teams to drive revenue through strong channel relationships. This remote position, based in the U.S. Eastern time zone, supports partners and regional field teams across the East. The ideal candidate will possess 8+ years of experience in channel sales or partner management within cybersecurity or enterprise SaaS, a proven track record of building and managing successful regional VAR relationships, and strong communication and collaboration skills. Obsidian offers competitive benefits, including comprehensive healthcare, flexible paid time off, parental leave, and professional development resources.

Requirements

• 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 in the East
• 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 East region as needed (~25%)

Responsibilities

• Partner Strategy & Execution – East Region
• Own the development and execution of a targeted East Coast 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 gen programs tailored to the Eastern region
• Support field sales in co-selling motions, lead sharing, and opportunity registration
• Relationship Management
• Serve as the primary point of contact for VARs in the East—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

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

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