Senior Partner Manager

3 weeks ago

Palo Alto CA United States Tbwa ChiatDay Inc Full time

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 Senior Partner Manager to channel energy, passion and initiative into new GSI partner acquisition. You'll be responsible for developing and executing against a comprehensive account/territory plan whilst working collaboratively with our internal and external resources.

Responsibilities:

  1. Develop and execute partner business plans with GSIs.
  2. Build capacity to scale sales and delivery.
  3. Develop, cultivate and maintain relationships across the largest GSIs to execute joint sales plays that deliver financial results.
  4. Co-own joint Marketing initiatives, which include the use of MDF to drive demand generation through events and campaigns.
  5. Own and drive the certifications, accreditations and training of GSIs.
  6. Build and drive pipeline generation at the field level with direct sales and go-to-market partner organizations.
  7. Drive and manage partnership agreements for delivery and resell with Obsidian legal.

Requirements:

  1. Minimum 10+ years working in technology alliances - ideally at a SaaS company and within cybersecurity.
  2. Experience building out a business at scale with a Big 4 Advisory Firm or Global Systems Integrator across multiple regions.
  3. Deep experience and knowledge of Systems Integrators (from business model, to training and certification strategies).
  4. Executive communication skills and an ability to drive influence and action from Senior Leaders across product, finance and sales.
  5. Data driven mindset with strong analytical skills to continuously measure KPI’s, pipeline, marketing, deal registrations, accreditations and certifications.
  6. Track record of beating revenue based quotas.

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

  1. 3-way partnerships with CSPs or Cybersecurity ISVs.
  2. Cybersecurity and/or Identity.
  3. Managed Service Models & experience with GSI procurement.

Employee Benefits:

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

  1. Competitive compensation with equity and 401k.
  2. Comprehensive healthcare with dental and vision coverage.
  3. Flexible paid time off and paid holiday time off.
  4. 12 weeks of new parent or family leave.
  5. Personal and professional development resources.

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 also eligible for equity awards (and incentive compensation) based on factors such as experience, skills, and location.

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