Sr Channel Account Manager (EMEA)
obsidiansecurity· Sales - Partnerships
About this role
Founded in 2017, Obsidian Security was created to close a critical gap: securing the SaaS applications where modern business happens—platforms like Microsoft 365, Salesforce, and hundreds more.
Backed by top investors including Greylock, Norwest Venture Partners, and IVP, we’ve built a complete SaaS security platform to reduce risk, detect and respond to threats, and prevent breaches at the source. Our team includes leaders who helped define the categories of endpoint and identity security at CrowdStrike, Okta, Cylance, and Carbon Black.
Now, we’re transforming how SaaS is secured—in the era of agentic AI.
Today, Obsidian is trusted by global enterprises like Snowflake, T-Mobile, and Pure Storage. We protect more than 200 organizations across North America, Europe, the Middle East, Southeast Asia, Australia, and New Zealand—including many of the world’s largest Fortune 1000 and Global 2000 companies.
With strong global momentum, a growing partner ecosystem including SentinelOne, Databricks, and Google Cloud, and a major fundraise on the horizon, we’re scaling quickly toward long-term growth and IPO readiness. Join us as we define the future of SaaS security!
The Opportunity
We are looking for a Sr Channel Account Manager to lead and expand our Value-Added Reseller (VAR) channel strategy across the EMEA region. This is a high-impact, field-facing role responsible for recruiting, enabling, and accelerating performance of key VAR partners in a high-growth territory. You’ll work closely with our sales, marketing, and partner teams to drive revenue through trusted channel relationships that align with Obsidian’s go-to-market strategy.
This is a UK based remote role with preference for candidates based in the Greater London region, supporting partners and regional field teams across this territory.
Key Responsibilities
Partner Strategy & Execution
- Own the development and execution of a targeted 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.
- Support field sales in co-selling motions, lead sharing, and opportunity registration.
Relationship Management
- Serve as the primary point of contact for VARs —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.
Who You Are
- 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 both regionally and nationally.
- 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 U.S. as needed (~25%).
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
Frequently Asked Questions
Is the salary disclosed for the Sr Channel Account Manager (EMEA) position at obsidiansecurity?
The salary for this Sr Channel Account Manager (EMEA) role at obsidiansecurity is not publicly listed. Click "Apply Now" to learn more about the compensation package on their official careers page.
Is the Sr Channel Account Manager (EMEA) job at obsidiansecurity remote?
Yes, this Sr Channel Account Manager (EMEA) position at obsidiansecurity is remote, with team members based in UK - Remote. You can work from home or anywhere in the supported regions.
Which team or department does the Sr Channel Account Manager (EMEA) at obsidiansecurity belong to?
This Sr Channel Account Manager (EMEA) position is part of the Sales - Partnerships department at obsidiansecurity. See the full job description for more information about the team structure and responsibilities.
How do I apply for the Sr Channel Account Manager (EMEA) position at obsidiansecurity?
Click the "Apply Now" button on this page. You will be redirected to obsidiansecurity's official application portal hosted on greenhouse where you can submit your application directly.
When was the Sr Channel Account Manager (EMEA) job at obsidiansecurity posted?
This Sr Channel Account Manager (EMEA) position at obsidiansecurity was posted on Dec 9, 2025. Apply as soon as possible — early applications are often reviewed first.
Sr Channel Account Manager (EMEA)
obsidiansecurity
You'll be redirected to obsidiansecurity's official application page on Greenhouse.