Director of GSI Partnerships

February 15

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Obsidian Security

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Protect your business-critical applications by mitigating threats and reducing risk with Obsidian, the first truly comprehensive security solution for SaaS. The company is backed by Greylock Partners, Wing, GV and Norwest Venture Partners.

Advanced Threat Protection • Insider Threat Protection • Threat Detection • Threat Response • Automated Intelligence

51 - 200 employees

💰 $90M Series C on 2022-03

📋 Description

• Obsidian Security was founded in 2017 to solve the unaddressed blindspot of SaaS Security. • We’re looking for a hardworking, focused and driven Director of GSI Partnerships 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. • 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.

🎯 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 • 3-way partnerships with CSPs or Cybersecurity ISVs • Cybersecurity and/or Identity • Managed Service Models & experience with GSI procurement

🏖️ Benefits

• 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