Full-Time

Senior Partner Manager

Gsi

Confirmed live in the last 24 hours

Obsidian Security

Obsidian Security

51-200 employees

Provides SaaS security and compliance solutions

Cybersecurity

Senior, Expert

Palo Alto, CA, USA

Category
Strategic Account Management
Sales & Account Management
Required Skills
Sales
Marketing
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 platform consolidates data from various SaaS applications into a single knowledge graph, which helps businesses monitor risk, compliance, and threats without needing deep expertise in each application. They offer services such as continuous compliance monitoring, incident response, and third-party SaaS risk monitoring, making it easier for companies to manage their SaaS security. What sets Obsidian apart from competitors is its ability to learn from each threat it mitigates, allowing for continuous improvement of its security solutions. The goal of Obsidian Security is to provide cost-effective and effective protection for businesses using SaaS applications, ensuring they can operate securely and efficiently.

Company Stage

Series C

Total Funding

$116.2M

Headquarters

Newport Beach, California

Founded

2017

Growth & Insights
Headcount

6 month growth

16%

1 year growth

32%

2 year growth

67%
Simplify Jobs

Simplify's Take

What believers are saying

  • Recognition as a Strong Performer by Forrester Wave highlights Obsidian's robust market position and potential for growth.
  • Availability on platforms like Google Cloud Marketplace and CrowdStrike Marketplace increases accessibility and potential customer base.
  • Strategic appointments, such as the former Global CISO of Wells Fargo joining the board, bring valuable expertise and strengthen leadership.

What critics are saying

  • The rapidly evolving cybersecurity landscape requires constant innovation to stay ahead of emerging threats, posing a continuous challenge.
  • Dependence on partnerships for market expansion could be risky if these alliances falter or competitors form stronger collaborations.

What makes Obsidian Security unique

  • Obsidian Security's focus on SaaS security and its ability to consolidate and normalize data into a unified knowledge graph sets it apart from traditional cybersecurity firms.
  • Their continuous improvement cycle, which learns and enhances with every threat mitigated, provides a dynamic edge over static security solutions.
  • Partnerships with industry leaders like CrowdStrike and Databricks enhance their credibility and expand their market reach.

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