Director of GSI Partnerships

Obsidian SecurityOnsite

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 Team:

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.

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.

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

Pay Transparancy

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 eligible for equity awards and may be eligible for incentive compensation based on factors such as experience, skills, and location.At Obsidian, we are proud to be an equal-opportunity employer. We value diversity and hire for talent, passion, and compassion.

In compliance with federal law, all persons hired will be required to submit satisfactory proof of identity and legal authorization. If you have a need that requires accommodation, please contact accommodations@obsidiansecurity.comInformation collected and processed as part of any job applications you choose to submit is subject to Obsidian’s Applicant Privacy Policy.Base Salary Range$138,500 - $234,500USD

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

Life at Obsidian Security

Led by former founding team members of Cylance and Carbon Black, Obsidian Security is a Southern California technology company living at the intersection of cybersecurity, artificial intelligence, and hybrid-cloud environments. Backed by Greylock Partners, Obsidian Security is based in Newport Beach, CA.

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Customer Satisfaction, Privacy, and Data Ethics are Paramount | 2. Passionate Team Optimizing for Impact by Solving Some of the Biggest Challenges in Cybersecurity Today | 3. Listen Closely to Customers, Iterate Quickly, and OverDeliver to Delight Them | 4. Collaborative CrossFunctional Work Environment | 5. Personal and Professional Development Resources</s> | High probability of career advancement opportunities as we grow to help more customers address these emerging risks while saving time and resources in the process.</s> | Commitment to solving the challenge of SaaS Security for customers as efficiently and effectively as possible | Value for talent, passion, and compassion | Commitment to solving the challenge of SaaS Security for customers as efficiently and effectively as possible.</s> | 1. Vibrant and Passionate Ethos | 2. Dedicated to Empowering Clients and Ensuring Their Success in the EverEvolving World of Cybersecurity | 3. Collaboration Across Departments | 4. Values Growth, CustomerCentricity, and Innovation | 5. Prioritizes Customer Satisfaction, Privacy, and Data Ethics</s> | Listen closely to our customers, iterate quickly, and (over) deliver to delight them | Customer satisfaction, privacy, and data ethics are paramount.</s> | Industry-leading cybersecurity product in an environment where customer satisfaction, privacy, and data ethics are paramount.</s> | If you have a need that requires accommodation, please contact accommodations@obsidiansecurity.com</s> | Committed to solving the challenge of SaaS Security for customers as efficiently and effectively as possible.</s> | Listen closely to our customers, iterate quickly, and (over) deliver to delight them.</s> | 1. Customer Satisfaction is Paramount | 2. Data Ethics are Important | 3. Passionate Team Players | 4. Collaborative Environment | Commitment to solving the challenge of SaaS Security for customers efficiently and effectively | One Obsidian, One Score: we work together as a team towards common goals | Everyone is a Pioneer: we encourage innovation and creativity | Pay Transparency: our 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.</s> | Listening closely to customers, iterating quickly, and delivering to delight them | Contributing to an industry-leading cybersecurity product in an environment where customer satisfaction, privacy, and data ethics are paramount</s> | 4. Collaborative Environment with Diverse Teams | 5. Business Acumen to Understand Partner Needs and Align them with Customer Requirements</s> | Customer satisfaction, privacy, and data ethics are paramount at Obsidian Security | Listen closely to customers, iterate quickly, and over-deliver to delight them.</s> | 2. IndustryLeading Cybersecurity Product | 3. Passionate Team Optimizing for Impact by Solving Some of the Biggest Challenges in Cybersecurity Today | 4. Listen Closely to Customers, Iterate Quickly, and OverDeliver to Delight Them | 5. Committed to Solving the Challenge of SaaS Security for Customers as Efficiently and Effectively as Possible</s> | Optimizes for impact by solving some of the biggest challenges in cybersecurity today | Values talent, passion, and compassion above all else</s> | Equal-opportunity employer who values diversity and hires for talent, passion, and compassion | 12 weeks of new parent or family leave | Obsidian Security is committed to solving the challenge of SaaS Security for our customers as efficiently and effectively as possible. | 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.</s> | 1. Passionate Team Optimizing for Impact | 2. Customer Satisfaction, Privacy, and Data Ethics are Paramount | 3. IndustryLeading Cybersecurity Product | 4. Comprehensive and Powerful SaaS Defense Solution | 5. EqualOpportunity Employer</s> | Collaborating with Sales Engineering, Alliances, Customer Success, Renewals, Product, Legal, Marketing, and Engineering Teams to Create a Seamless Customer Experience</s> | 2. Privacy | 3. Data Ethics | 4. Passionate Team | 5. Continuous Improvement</s> | 4. Equalopportunity employer that values diversity and hires for talent, passion, and compassion.</s> | Emphasis on customer satisfaction, privacy, and data ethics | Focus on delivering results and driving adoption throughout the customer lifecycle | Collaborative environment with sales, marketing, and product teams | Personal and professional development resources available to employees</s> | 2. Privacy and data ethics are important values | 3. Passionate team that optimizes for impact | 4. Continuous learning and improvement mindset | 1. Customer satisfaction, privacy, and data ethics are paramount. | 2. 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