Full-Time

Senior Partner Manager

Gsi

Confirmed live in the last 24 hours

Obsidian Security

Obsidian Security

51-200 employees

Cybersecurity solutions for SaaS applications

Enterprise Software
Cybersecurity

Senior, Expert

Palo Alto, CA, USA

Category
Strategic Account Management
Sales & Account Management
Required Skills
Sales
Marketing
Data Analysis
Requirements
  • Minimum 10+ years working in technology alliances - ideally at a SaaS company and within cybersecurity.
  • Experience building out a business at scale with a Big 4 Advisory Firm or Global Systems Integrator across multiple regions
  • Deep experience and knowledge of Systems Integrators (from business model, to training and certification strategies).
  • 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!
  • 3-way partnerships with CSPs or Cybersecurity ISVs
  • Cybersecurity and/or Identity
  • Managed Service Models & experience with GSI procurement.
Responsibilities
  • Develop and execute partner business plans with GSIs.
  • Build capacity to scale sales and delivery
  • Develop, cultivate and maintain relationships across the largest GSIs 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 GSIs
  • 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.

Obsidian Security focuses on protecting Software as a Service (SaaS) applications from cybersecurity threats and ensuring compliance with regulations. Their services include continuous compliance monitoring, incident response, and risk management for third-party SaaS integrations. By consolidating data from various applications into a unified knowledge graph, Obsidian allows businesses to manage their SaaS security without needing deep expertise in each application. This approach not only simplifies security management but also reduces risks associated with third-party integrations. What sets Obsidian apart from competitors is its ability to learn from each threat it mitigates, continuously improving its solutions based on extensive research and expertise in SaaS security. The goal of Obsidian Security is to provide cost-effective solutions that help businesses safeguard their SaaS applications while maintaining compliance.

Company Stage

Series C

Total Funding

$116.2M

Headquarters

Newport Beach, California

Founded

2017

Growth & Insights
Headcount

6 month growth

12%

1 year growth

35%

2 year growth

58%
Simplify Jobs

Simplify's Take

What believers are saying

  • Growing demand for SaaS security boosts Obsidian's market potential.
  • Partnerships with Google Cloud and Databricks expand service offerings and market reach.
  • Expansion into Europe and Asia Pacific increases global presence and customer base.

What critics are saying

  • Increased competition from established cybersecurity firms may pressure market share.
  • Rapid AI advancements require significant investment to maintain competitive edge.
  • Expansion into new regions may expose Obsidian to unfamiliar regulatory environments.

What makes Obsidian Security unique

  • Obsidian Security offers a unified platform for SaaS risk management and compliance.
  • The company uses a knowledge graph to consolidate and normalize SaaS application data.
  • Obsidian's continuous improvement cycle enhances threat mitigation with each incident.

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