Head of Channel

The Role

We are looking for a Head of Channel to lead and build our channel strategy across the UK and wider EMEA. This is a high-impact, field-facing role responsible for recruiting, enabling, and accelerating the performance of key Value-Added Resellers (VARs), distributors, and MSSP/MDR partners in a high-growth region. 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 role (remote with regular travel and office/partner days in London), supporting partners and regional field teams across the UK & Ireland, with scope to extend into Northern and Southern Europe, DACH, and the Middle East as the region grows.

Key Responsibilities

Partner Strategy & Execution

• Own the development and execution of a targeted EMEA channel strategy, with an initial focus on the UK & Ireland.
• Identify, recruit, and activate high-potential security-focused resellers, distributors, and service providers across the region.
• Build and manage regional partner business plans and track key KPIs such as partner-sourced pipeline, partner-influenced revenue, and deal registration.
• Define and manage the distribution and tiered-partner model (VAR, distributor, MSSP/MDR), including partner agreements, margin structure, and rebates.

Partner Enablement & Growth

• Drive onboarding, sales and technical enablement, and product training across regional partners.
• Develop go-to-market campaigns, joint events, and demand generation programmes with partners.
• Support field sales in co-selling motions, lead sharing, and opportunity registration.
• Support partners through public-sector and framework routes to market (e.g. G-Cloud, Crown Commercial Service frameworks) where relevant.

Relationship Management

• Serve as the primary point of contact for partners, 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 (EMEA sales and sales engineering) to align on territory priorities, partner alignment, and deal execution.
• Collaborate with marketing on regional partner campaigns, event sponsorships (e.g. Infosecurity Europe, regional partner events), and content localisation.
• Work with sales operations and finance on territory forecasting, tracking, and partner ROI analysis, including multi-currency (GBP/EUR) quoting and VAT/commercial considerations.
• Work with HQ partner and legal teams to ensure partner contracts and data handling meet UK GDPR and EU requirements.

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 VAR and distributor relationships in the UK and across EMEA.
• Strong understanding of reseller and distribution business models, sales cycles, and UK/EMEA market dynamics, including the role of distributors and aggregators.
• Excellent communicator and collaborator with experience working in matrixed, cross-functional, and cross-time-zone teams (including with a US headquarters).
• Self-starter who thrives in a fast-paced, startup environment and knows how to build from scratch.
• Ability to travel throughout the UK and Europe as needed (~30%). Additional European languages are a plus but not required.
• Right to work in the UK.

Preferred Qualifications

• Experience working with security-focused UK and European partners (e.g. Softcat, Computacenter, Bytes, Exclusive Networks, Telefónica Tech, Insight, or similar) and security distributors.
• Familiarity with SaaS and security platforms such as Microsoft 365, Salesforce, or identity providers.
• Experience launching or scaling partner programmes at high-growth companies.
• Existing relationships with UK public-sector and enterprise-focused partners.

Base Salary Range 124000 - 176000 GBP