Director Channel Partner

The Role

We are looking for a Director Channel Partner to lead and expand our Value-Added Reseller (VAR) channel strategy across the U.S. 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 U.S. based remote role, supporting partners and regional field teams across the U.S.

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