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Cobalt · 2 hours ago

Senior Channel Manager, North America (National & Regional Security VARs, MSPs, Solution Providers)

United States

Full-time

Onsite

Mid, Senior Level

$100K/yr - $125K/yr

3+ years exp

Cobalt is a company focused on improving security through innovative pentesting solutions. The Senior Channel Manager will develop and grow strategic relationships with security-focused VARs, MSPs, and solution providers to enhance market penetration and drive revenue growth.

Cloud SecurityEnterprise ApplicationsPenetration TestingSaaSSecurity

Responsibilities

Build and execute a partner strategy for key security-focused VARs, MSPs, and regional solution providers to expand Cobalt’s market penetration

Recruit, onboard, and enable high-performing MSP/MSSP and VAR partners, driving adoption, training, and ongoing engagement

Deepen partner commitment through structured enablement, regular business reviews, and clear mutual success plans

Manage partner pipeline development, co-selling motions, referral processes, and ongoing forecast accuracy

Define and refine KPIs and operational processes that ensure strong partner performance and predictable revenue contribution

Create and maintain partner-facing resources, including playbooks, enablement content, and value-selling tools aligned to security personas

Work closely with partners to jointly develop marketing campaigns, industry events, and field activities to amplify pipeline creation

Meet quarterly revenue targets and partner-attributed goals

Maintain proficiency in Cobalt’s platform and security value propositions to ensure partners are effectively trained and supported

Collaborate cross-functionally with Product, Marketing, Customer Success, and Sales to support partner activation and customer lifecycle success

Travel for partner visits, joint events, and industry conferences

Qualification

Channel managementPartner developmentCybersecurity experienceSales experiencePartner agreementsAnalytical capabilitiesForecastingKPI managementDynamic environment adaptabilityInterpersonal skillsCommunication skillsPresentation skillsOrganizational skills