APAC Channel Director - Cybersecurity Partnerships

LinkedIn; Sydney; Hybride; AUD 180 000 - 260 000; Plein temps

Avantages offerts par ce poste

Equity

401k

Healthcare

Flexible time off

Parental leave

Development resources

Résumé du poste

Obsidian Security is seeking a Channel Director to lead and scale our APAC channel program, starting with Australia & New Zealand. This high‑impact, field‑facing role will recruit, enable, and accelerate the performance of VARs, distributors, and MSSP/MDR partners to drive revenue in line with Obsidian's go‑to‑market strategy.

Based in Sydney or Melbourne (hybrid) with regular partner and customer visits, you will define tiered partner models, build country plans with KPIs, and collaborate with

Qualifications

• 8+ years of experience in channel sales or partner management in cybersecurity or enterprise SaaS.
• Proven experience building a channel business in Southeast Asia.
• Proven track record building and managing VAR and distributor relationships across ANZ and/or APAC.
• Excellent communicator and collaborator with experience working in matrixed, cross-functional teams.
• Right to work in Australia.

Responsabilités

• Own the development and execution of a targeted APAC channel strategy, with an initial focus on ANZ and a build-from-scratch plan for Southeast Asia.
• Identify, recruit, and activate high-potential security-focused resellers and service providers across the region.
• Build and manage country-level partner business plans and track key KPIs such as partner-sourced pipeline, partner-influenced revenue, and deal registration.
• Define and manage tiered-partner model (VAR, distributor, MSSP/MDR), including partner agreements, margin structure, and rebates.
• Identify and prioritise key technology alliance opportunities that complement Obsidian’s platform and strengthen its customer value proposition and relevant partners that can deliver joint solutions
• Develop relationships with relevant GSI regional leadership, cybersecurity and identity practices, and country teams to position Obsidian within consulting, transformation, and managed security engagements.
• 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 government and public-sector routes to market (e.g. Australian Government panels and state-level procurement arrangements) where relevant.
• 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.
• Partner with regional field teams (APAC sales and sales engineering) to align on territory priorities, partner alignment, and deal execution.
• Collaborate with marketing on regional partner campaigns, event sponsorships, and content localisation.
• Work with sales operations and finance on territory forecasting, tracking, and partner ROI analysis, including multi-currency quoting (AUD, SGD, USD) and GST/tax considerations.
• Work with HQ partner and legal teams to ensure partner contracts and data handling meet local requirements, including the Australian Privacy Act and Singapore's PDPA.

Connaissances

Channel sales

Partner management

APAC market experience

SEA markets experience

Negotiation

Communication

Travel readiness

Description du poste

Obsidian Security is seeking a Channel Director to lead and scale our APAC channel program, starting with Australia & New Zealand. This high‑impact, field‑facing role will recruit, enable, and accelerate the performance of VARs, distributors, and MSSP/MDR partners to drive revenue in line with Obsidian's go‑to‑market strategy.

Based in Sydney or Melbourne (hybrid) with regular partner and customer visits, you will define tiered partner models, build country plans with KPIs, and collaborate with