{"id":4263727,"url":"https://alion.io/job/obsidian-security-channel-director-apac","title":"Channel Director, APAC","company":{"id":4018,"name":"Obsidian Security","domain":"obsidiansecurity.com","url":"https://alion.io/company/obsidian-security","size_band":"51-200","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Greenhouse","truth_index":{"grade":"C","score":69,"open_postings":14,"ghost_share":0.429,"stale_share":0,"repost_share":0,"time_to_fill_p50_days":69,"computed_at":"2026-11-12T10:38:37Z"}},"role":"Operations","role_family":"Operations","seniority":"head","employment_type":null,"work_mode":"hybrid","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Sydney, Australia"],"countries":["AU"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":null,"experience_years_min":8,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"AI Agents","optional":false},{"name":"Databricks","optional":false},{"name":"GCP","optional":false},{"name":"Least Privilege","optional":false},{"name":"Obsidian","optional":false},{"name":"SentinelOne","optional":false},{"name":"Snowflake","optional":false}],"status":"live","first_seen_at":"2026-11-13T13:24:22Z","employer_posted_date":"2026-11-13","last_verified_at":"2026-11-13T16:16:41Z","board_verified":true,"closed_at":null,"days_open":0,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":0},"description":"Obsidian Security is a global leader in cyber security protecting the SaaS and non-human identity layer modern enterprises run on - from Salesforce and Snowflake to the AI agents now deployed inside them. The Obsidian Security platform gives unified visibility into every human and machine identity, app, and integration across their SaaS estate, detects identity-based and supply chain attacks in real time, and enforces least-privilege access before it's exploited. Trusted by major Fortune 500 companies T-Mobile, Workday, Snowflake, and S&P Global, Obsidian ranked No. 95 on the 2025 Deloitte Technology Fast 500™, growing nearly 1000% from 2021-2024 - helping CISOs turn an unmonitored attack surface into one they can govern with confidence. Obsidian has also been recognized by Forbes as America's Best Startup Employers in 2026.\nIn August 2026, Obsidian raised $85 million in Series D financing led by Crescent Cove Advisors, with participation from existing investors including Greylock Partners, Menlo Ventures, Norwest Venture Partners, IVP, Wing Ventures, and GV - pushing Obsidian's valuation to $1.1 billion, crossing into unicorn status. Obsidian is using the funding to deepen its R&D in agentic AI security and extend its platform as the standard for governing what AI agents can access and do inside third-party applications.\nWith global momentum, a growing partner ecosystem including SentinelOne, Databricks, and Google Cloud, and fresh capital from its Series D behind it, Obsidian is scaling rapidly toward long-term growth and IPO readiness.\nThe Role\nWe are looking for a Channel Director to lead and build our channel strategy across APAC, starting with Australia & New Zealand and expanding into Southeast Asia. This is a high-impact, field-facing role responsible for recruiting, enabling, and accelerating the performance of key Value-Added Resellers (VARs), distributors, and MSSP/MDR partners in a high-growth region. You'll work closely with our sales, marketing, and partner teams to drive revenue through trusted channel relationships that align with Obsidian's go-to-market strategy.\nThis is a Sydney or Melbourne based role (hybrid, with regular partner and customer visits), supporting partners and regional field teams across ANZ and Southeast Asia (including Singapore, Malaysia, Indonesia, Thailand, the Philippines,HK and Vietnam), with scope to extend into India, Japan, and Korea as the region grows.\nKey Responsibilities\nPartner Strategy & Execution\nOwn 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.\nIdentify, recruit, and activate high-potential security-focused resellers and service providers across the region.\nBuild and manage country-level partner business plans and track key KPIs such as partner-sourced pipeline, partner-influenced revenue, and deal registration.\nDefine and manage tiered-partner model (VAR, distributor, MSSP/MDR), including partner agreements, margin structure, and rebates, adapted to the different market structures across ANZ and Southeast Asia.\nIdentify 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\nDevelop relationships with relevant GSI regional leadership, cybersecurity and identity practices, and country teams to position Obsidian within consulting, transformation, and managed security engagements.\nPartner Enablement & Growth\nDrive onboarding, sales and technical enablement, and product training across regional partners.\nDevelop go-to-market campaigns, joint events, and demand generation programmes with partners.\nSupport field sales in co-selling motions, lead sharing, and opportunity registration.\nSupport partners through government and public-sector routes to market (e.g. Australian Government panels and state-level procurement arrangements) where relevant.\nRelationship Management\nServe as the primary point of contact for partners, building strong executive and sales-level relationships.\nConduct regular QBRs, pipeline reviews, and sales alignment sessions.\nSupport partner success through consistent engagement, feedback loops, and performance incentives.\nCross-Functional Collaboration\nPartner with regional field teams (APAC sales and sales engineering) to align on territory priorities, partner alignment, and deal execution.\nCollaborate with marketing on regional partner campaigns, event sponsorships (e.g. AISA Australian Cyber Conference, regional partner events), and content localisation.\nWork with sales operations and finance on territory forecasting, tracking, and partner ROI analysis, including multi-currency quoting (AUD, SGD, USD) and GST/tax considerations.\nWork 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.\nWho You Are\n8+ years of experience in channel sales or partner management in the cybersecurity or enterprise SaaS space.\nProven experience building a channel business in Southeast Asia, including recruiting and activating partners and distributors across multiple SEA markets, ideally from scratch.\nProven track record building and managing successful VAR and distributor relationships across ANZ and/or APAC.\nStrong understanding of reseller and distribution business models, sales cycles, and the differing market dynamics across ANZ and Southeast Asian countries, including the role of distributors and aggregators.\nExcellent communicator and collaborator with experience working in matrixed, cross-functional, and cross-time-zone teams (including with a US headquarters).\nSelf-starter who thrives in a fast-paced, startup environment and knows how to build from scratch.\nAbility to travel throughout APAC as needed (~30%). Additional regional languages are a plus but not required.\nRight to work in Australia.\nPreferred Qualifications\nExperience working with security-focused partners in ANZ and Southeast Asia (e.g. Data#3, Dicker Data, Ingram Micro, Arrow, Exclusive Networks, Tech Data, NCS, Telstra Purple, or similar) and security distributors.\nFamiliarity with SaaS and security platforms such as Microsoft 365, Salesforce, or identity providers.\nExperience launching or scaling partner programmes at high-growth companies.\nExisting relationships with enterprise and government-focused partners, and with regional system integrators and telcos.\nEmployee Benefits:\nOur competitive benefits packages are designed to support our employees' well-being, both at work and at home. Our US based employees enjoy:\nCompetitive compensation with equity and 401k\nComprehensive healthcare with dental and vision coverage\nFlexible paid time off and paid holiday time off \n12 weeks of new parent or family leave\nPersonal and professional development resources\nFor more details on our US benefits, or for information on our international benefits, please see here.","description_format":"text","description_chars":7042,"description_truncated":false,"requirements":{"experience_years_min":8,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[]},"benefits":["401k plan","Equity","Parental leave","Professional development"],"hiring_locations":[{"name":"Australia","iso":"AU","kind":"country"}],"hiring_excludes":[],"relocation_offered":false,"industries":["Cloud Security","Information Security"],"lifecycle":[{"event":"open","at":"2026-11-13T16:16:41Z"}],"visa":[],"liveness":{"score":86,"band":"hot","label":"Hiring now","p_open":1,"p_active":0.86,"p_room":1,"age_days":0,"expected_fill_days":69,"reasons":["conf:4","win:early"],"computed_at":"2026-11-13T21:03:32Z"},"pay":null,"html_url":"https://alion.io/job/obsidian-security-channel-director-apac","json_url":"https://alion.io/job/obsidian-security-channel-director-apac.json","meta":{"generated_at":"2026-11-13T21:03:32Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":41983,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-11-14T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.1,"usd":0.01,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":4018},"rest":"https://alion.io/mcp/rest/get_company?id=4018"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Fobsidian-security-channel-director-apac"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"free","price":{"credits":0,"usd":0},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Fobsidian-security-channel-director-apac"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.1,"usd":0.01},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Fobsidian-security-channel-director-apac"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/obsidian-security-channel-director-apac\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Fobsidian-security-channel-director-apac"}],"agent":{"mcp":"https://alion.io/mcp/jobs","mcp_open":"https://alion.io/mcp/open","next":[{"tool":"get_job","arguments":{"id":4263727}},{"tool":"search_jobs","arguments":{"company":"obsidiansecurity.com","detail":"compact"}},{"tool":"match_people","arguments":{"job_id":4263727},"note":"people open to offers who fit this vacancy"}],"note":"The same data through MCP tools: https://alion.io/mcp/open needs no sign-in (compact searches, postings, people); https://alion.io/mcp with an Alion account has everything. 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