Senior Director of Tech Alliances

Summary

Join Obsidian Security as a Sr Director of Tech Alliance Partnerships and contribute to an industry-leading cybersecurity product. You will develop and execute partner business plans, build capacity to scale sales and delivery, and cultivate relationships across our Technology Alliance partner ecosystem. This role requires 10+ years of experience in technology alliances at a SaaS cybersecurity company, experience building a business at scale, and executive communication skills. Obsidian offers competitive compensation with equity and 401k, comprehensive healthcare, flexible paid time off, and 12 weeks of new parent or family leave.

Requirements

• Minimum 10+ years working in technology alliances at a SaaS cybersecurity company
• Experience building out a business at scale with ISV, CSP and Channel partners across multiple regions
• Deep experience and knowledge of ISV and CSP space, from co-sell to marketplaces and OEM models and selling with and through the channels
• Executive communication skills and an ability to drive influence and action from Senior Leaders across product, finance and sales
• 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

• Develop and execute partner business plans with our Technology Alliance partners
• Build capacity to scale sales and delivery
• Develop, cultivate and maintain relationships across our Technology Alliance 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

• BS in Computer Science/Engineering
• 3-way partnerships with CSPs and Channel partners
• Cybersecurity and/or Identity

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