Director Of Ir Partnerships

Summary

Join Obsidian Security as their Director of IR Partner Programs! You will be responsible for developing and executing a comprehensive account/territory plan, collaborating with internal and external resources. This role requires identifying and onboarding incident response partners, maintaining the partner program framework, and tracking partner performance. You will also develop and execute partner business plans, build capacity for sales and delivery, and cultivate relationships within the partner ecosystem. Success in this position demands strong technical skills, excellent communication, and business acumen. Obsidian offers a competitive compensation package including equity, 401k, comprehensive healthcare, flexible PTO, and parental leave.

Requirements

• Minimum 5+ years working in a DFIR practitioner or supporting role
• Deep understanding of cybersecurity incident response processes and best practices (from business model, to training and certification strategies and Managed Service Models)
• Experience building out a business at scale with DFIR providers across multiple regions
• Experience managing partner relationships and ecosystems
• Strong technical skills in cybersecurity technologies and tools
• Excellent communication and collaboration skills to work with diverse teams and an ability to drive influence and action from Senior Leaders across product, finance and sales
• Business acumen to understand partner needs and align them with customer requirements
• Data driven mindset with strong analytical skills to continuously measure KPI’s, pipeline, marketing, deal registrations, accreditations and certifications
• Track record of beating revenue based quotas

Responsibilities

• Identifying potential incident response partners, evaluating their capabilities, and onboarding them into the program
• Maintain and evolve the partner program framework, including technical requirements, service level agreements (SLAs), and communication protocols
• Track partner performance metrics, identify areas for improvement, and address any issues that arise
• Develop and execute partner business plans with our Incident Response partners
• Build capacity to scale sales and delivery
• Develop, cultivate and maintain relationships across our IR partner ecosystem to execute joint sales plays that deliver financial results
• Co-own joint Marketing initiatives, which include the use of MDF to drive demand generation through events and campaigns
• Own and drive the certifications, accreditations and training of our IR partners
• Build and drive pipeline generation at the field level with direct sales and go-to-market partner organizations
• Drive and manage partnership agreements for delivery and resell with Obsidian legal

Preferred Qualifications

3-way partnerships with CSPs or Cybersecurity ISVs

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