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

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 Senior Channel Manager will be responsible for developing and growing Cobalt’s strategic relationships with national and regional security-focused VARs, MSPs, and solution providers. This role requires a seasoned channel professional with 3–5 years of experience engaging cybersecurity partners, enabling them to drive recurring revenue, and expanding joint market impact.

What You'll Do

• 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.

You Must Have

• 3–5 years experience in channel management, partner development, or sales within cybersecurity, IT services, or B2B SaaS.
• Existing relationships or experience working with large security VARs, MSPs, and regional solution providers.
• Strong understanding of security-focused partner business models (managed services, resale, referral, MSSP).
• Demonstrated ability to drive partner engagement, build revenue pipeline, and meet or exceed quotas.
• Excellent interpersonal, communication, and presentation skills with the ability to influence senior partner stakeholders.
• Strong organizational and analytical capabilities; comfortable with forecasting and KPIs.
• Experience structuring partner agreements and navigating complex partner ecosystems.
• Ability to thrive in a dynamic, fast-changing environment with a high degree of ownership.
• Willingness to travel as needed.

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 

Pay Range Disclosure (For US openings only)

Cobalt is commit