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Sr Director of Tech Alliances

Palo Alto, CA

Obsidian Security was founded in 2017 to solve the unaddressed blindspot of SaaS Security. SaaS applications provide the tools employees need to succeed and hold the business’ most critical information. If those tools become unavailable or that data is jeopardized, there is a detrimental impact on the organization. 

Obsidian proudly offers the industry's most comprehensive and powerful SaaS defense solution. We are committed to solving the challenge of SaaS Security for our customers as efficiently and effectively as possible.

We’re a passionate team optimizing for impact by solving some of the biggest challenges in cybersecurity today. We listen closely to our customers, iterate quickly, and (over) deliver to delight them. Working at Obsidian means contributing to an industry-leading cybersecurity product in an environment where customer satisfaction, privacy, and data ethics are paramount.

About the Team:

We’re looking for a hardworking, focused and driven Sr Director of Tech Alliance Partnerships to channel energy, passion and initiative into partner relationships. You'll be responsible for developing and executing against a comprehensive account/territory plan whilst working collaboratively with our internal and external resources.

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

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

And extra credit if you have experience in any of the following!

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

Pay Transparancy

Please note that the base pay range is a guideline and for candidates who receive an offer, the base pay will vary based on factors such as work location, as well as the knowledge, skills and experience of the candidate. In addition to a competitive base salary, this position is eligible for equity awards and may be eligible for incentive compensation based on factors such as experience, skills, and location.

At Obsidian, we are proud to be an equal-opportunity employer. We value diversity and hire for talent, passion, and compassion. In compliance with federal law, all persons hired will be required to submit satisfactory proof of identity and legal authorization.  If you have a need that requires accommodation, please contact accommodations@obsidiansecurity.com

Information collected and processed as part of any job applications you choose to submit is subject to Obsidian’s Applicant Privacy Policy.

Pay Range

$124,000 - $211,200 USD

Employee Benefits:

Our competitive benefits packages are designed to support our employees' well-being, both at work and at home.

  • 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

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