Channel - Senior Manager

Channel, Senior Manager (Remote UK)

Who We Are 

Cobalt was founded on the belief of a fundamental human aspiration: the desire to live better and safer. It all started in 2013, when our founders realized that pentesting can be better. Today our diverse, fully remote team is committed to helping organizations of all sizes with seamless, effective and collaborative Offensive Security Testing that empower organizations to OPERATE FEARLESSLY and INNOVATE SECURELY.

Our customers can start a pentest in as little as 24 hours and integrate with advanced development cycles thanks to the powerful combination of our SaaS platform coupled with an exclusive community of testers known as the Cobalt Core. Accepting just 5% of applicants, the Cobalt Core boasts over 400 closely vetted and highly skilled testers who jointly conduct thousands of tests each year and are at the forefront of identifying and helping remediate risk across a dynamically changing attack surface.

Cobalt is an Equal Opportunity Employer and we strive to build a diverse and inclusive workforce at our company. At Cobalt we aspire to engage with diverse individuals, communities, and organizations in order to continue to nurture our unique rich diverse culture. Join our team, and be your true self to do your best work. 

Description

The Channel, Senior Manager will be responsible for driving the strategy and execution of all channel initiatives to ensure short- and long-term market and revenue expansion through a variety of ecosystem partner types and relationship models, including referral, and reseller, and MSP/MSSP.  This is a hands-on high impact role, with both market-building and revenue-driving responsibilities.

What You’ll Do

• Develop a clear channel go-to-market strategy that shows how Cobalt will effectively build our ecosystem to drive market presence, to speed platform adoption, and to scale revenue growth.in alignment with corporate strategy.

• Assess and improve upon current processes, methodologies, infrastructure and metrics to optimize performance of existing and future channel partner relationships.

• Define and implement operational metrics and KPIs that measure, optimize, and continually improve effectiveness of ecosystem relationships.

• Build and maintain Partnership playbook.

• Identify, recruit, onboard and enable partners.

• Coordinate with strategic partners to create and execute business plans to meet mutual short- and long-term goals.

• Meet business targets on a quarterly basis.

• As you gain momentum, build and lead a team to support the partner ecosystem. 

• Maintain expert-level knowledge in key product functionality.

• Travel as necessary.

• Work cross-functionally with Marketing and Product to enable partners’ growth.

• Contribute positively to Cobalt culture and live our values.

You Have

• Minimum of 10 years of channel and sales experience.

• Proven success creating a channel strategy, building, and leading channel teams for high-growth B2B SaaS businesses, with specific material business expansion.

• Security industry experience and a network of contacts at MSP and MSSPs in their security practices.

• A background in B2B SaaS GTM roles positioning and selling into IT personas (CTO, CISO, etc,).

• Proven quota responsibility and attainment.

• A strong leader and motivator with proven success in building a world-class, global ecosystem team with proven, repeatable methodologies.

• Demonstrated ability to develop team structures, performance measurements, and forecasting systems with partners.

• People-first person who can recruit, hire, and develop a diverse and inclusive decentralized team to meet ambitious goals.

• Experienced and credible in building valuable relationships with senior leaders & decision-makers.

• High energy individual with exceptional interpersonal, verbal, and written communication skills.

• Willingness and ability to travel, both domestically and internationally. Prior experience working with an internationally distributed company is a plus.

• Familiarity with structuring and negotiating partnership agreements  

• Works well in a rapidly changing growth environment.

Why You Should Join Us

• Grow in a passionate, rapidly expanding industry operating at the forefront of the Pentesting industry 

• Work directly with experienced senior leaders with ongoing mentorship opportunities

• Earn competitive compensation and an attractive equity plan

• Save for the future with a 401(k) program (US) or pension (EU) 

• Benefit from medical, dental, vision and life insurance (US) or statutory healthcare (EU)

• Leverage stipends for:

  • Wellness

  • Work-from-home equipment & wifi

  • Learning & development

• Make the most of our flexible, generous paid time off and paid parental leave