Senior Partner Manager

Summary

Join Obsidian Security as their Director of GSI Partnerships and contribute to a leading cybersecurity product. You will develop and execute partner business plans with Global System Integrators (GSIs), building capacity to scale sales and delivery. This role requires strong relationship-building skills, experience in technology alliances, and a data-driven mindset. You will co-own joint marketing initiatives and drive certifications and accreditations for GSIs. Obsidian offers a competitive compensation package including equity, 401k, comprehensive healthcare, flexible PTO, and parental leave.

Requirements

• Minimum 10+ years working in technology alliances - ideally at a SaaS company and within cybersecurity
• Experience building out a business at scale with a Big 4 Advisory Firm or Global Systems Integrator across multiple regions
• Deep experience and knowledge of Systems Integrators (from business model, to training and certification strategies)
• 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 GSIs
• Build capacity to scale sales and delivery
• Develop, cultivate and maintain relationships across the largest GSIs 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 GSIs
• 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
• Cybersecurity and/or Identity
• Managed Service Models & experience with GSI procurement

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