EMEA Channel & Partnerships Lead (UK Focus)

LinkedIn; United Kingdom; Hybrid; GBP 90,000 - 130,000; Full time

Benefits offered by this job

Equity

401k

Healthcare

Flexible PTO

Paid holidays

New parent/family leave

Development resources

Job summary

Obsidian Security is seeking a Head of Channel to lead and build our channel strategy across the UK and wider EMEA. This high-impact, field-facing role will recruit, enable, and accelerate the performance of VARs, distributors, and MSSP/MDR partners in a fast-growing region.

The UK-based role is remote with regular travel and London office/partner days, with potential expansion into Northern and Southern Europe as the region grows.

Qualifications

• 8+ years of experience in channel sales or partner management in the cybersecurity or enterprise SaaS space.
• Proven track record building and managing VAR and distributor relationships in the UK and across EMEA.
• Strong understanding of reseller and distribution business models, sales cycles, and UK/EMEA market dynamics.
• Excellent communicator and collaborator with experience working in matrixed, cross-functional, and cross-time-zone teams.
• Self-starter who thrives in a fast-paced startup environment and knows how to build from scratch.
• Ability to travel throughout the UK and Europe as needed (~30%).
• Right to work in the UK.

Responsibilities

• Own the development and execution of a targeted EMEA channel strategy, with an initial focus on the UK & Ireland.
• Identify, recruit, and activate high-potential security-focused resellers, distributors, and service providers across the region.
• Build and manage regional partner business plans and track key KPIs such as partner-sourced pipeline, partner-influenced revenue, and deal registration.
• Define and manage the distribution and tiered-partner model (VAR, distributor, MSSP/MDR), including partner agreements, margin structure, and rebates.

Skills

Channel sales

Partner management

Cybersecurity

Enterprise SaaS

Job description

Obsidian Security is seeking a Head of Channel to lead and build our channel strategy across the UK and wider EMEA. This high-impact, field-facing role will recruit, enable, and accelerate the performance of VARs, distributors, and MSSP/MDR partners in a fast-growing region.

The UK-based role is remote with regular travel and London office/partner days, with potential expansion into Northern and Southern Europe as the region grows.