Partner Solutions Architect

1 month ago

Palo Alto, 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 Role:

A key aspect of the role will be developing relationships with the partners’ technical teams and leadership to identify joint solutions and/or technical integration opportunities, requiring deep technical expertise and support from the team.

Responsibilities:
  • Lead solution architecture planning & execution with the partner technical teams.
  • Define and implement a partner enablement and certification program that will drive and help our partners gain quick expertise on the Obsidian Platform.
  • Create leverage from Obsidian’s extensive partner eco-system to increase business.
  • Create processes to drive technical adoption and growth - organic or through competitive solution replacement.
  • Act as a field technical advocate for the business.
Requirements:
  • 5+ years’ experience with cloud solution architecture, delivering cloud platforms into Service Providers, SI/SO and/or Major Partners, ideally at a SaaS company and within cybersecurity.
  • Strong record delivering software, technology products & services to and through Service Providers.
  • The ability to partner with business development and sales teams to successfully align solution architecture efforts in conjunction with sales efforts.
  • Expertise in spotting and executing the right solutions and value selling.
  • Strong eye for business and negotiation abilities.
  • Great team player, with strong social, communication and collaboration skills.
  • Well organized and effective in the development and execution of solution architecture and business planning.

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

  • 3-way partnerships with CSPs or Cybersecurity ISVs.
  • Cybersecurity and/or Identity.
  • 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.

  • 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.

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 based on factors such as experience, skills, and location.

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