Senior Channel Account Manager, North America (Technology Alliances)

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 Account Manager, North America will own and expand Cobalt’s relationships with key technology partners, including large solution integrators, OEMs, and technology platform alliances. This role requires 3–5 years of channel experience and is ideal for a high-impact, hands-on partner manager who can drive joint revenue, deepen solution alignment, and strengthen our presence across the North American tech ecosystem.

Focus Partners: Unisys, Dell, CDW, SHI, and other technology & solution alliance partners

What You'll Do

• Execute a partner account strategy that accelerates joint pipeline development and revenue with technology alliance partners such as Unisys, Dell, and other strategic platform providers.
• Drive regional go-to-market alignment with technology partners to increase solution integration, referral activity, and reseller momentum.
• Assess, refine, and scale partner engagement processes, including enablement, reporting, and pipeline governance.
• Own day-to-day partner relationship management: QBRs, business plans, lead-sharing, forecast reviews, and cross-functional coordination.
• Develop and maintain a Technology Partner Playbook tailored to alliance needs and co-selling motions.
• Collaborate with partners to create and execute joint business plans supporting shared revenue, product integration opportunities, and market expansion.
• Drive quarterly business outcomes, including new partner-sourced opportunities, closed-won revenue, and ecosystem influence.
• Partner closely with Product and Marketing to ensure partners are fully enabled on Cobalt’s offerings, integration points, and use cases.
• Travel to partner meetings, joint events, and industry conferences as needed.

You Must Have

• 3–5 years of channel or technology partner management experience in a B2B SaaS or cybersecurity environment.
• Experience managing or supporting alliance relationships with technology vendors, OEMs, or large solution integrators.
• Understanding of B2B SaaS GTM motions and familiarity with selling into IT personas (CISO, CTO, IT leadership).
• Strong relationship-building skills with both technical and commercial audiences.
• Demonstrated ability to manage a partner pipeline, forecast accurately, and meet revenue targets.
• Excellent communication, presentation, and interpersonal skills.
• Ability to thrive in a fast-paced, high-growth environment and operate with a high degree of ownership.
• Experience negotiating partner agreements and navigating complex stakeholder landscapes.
• Willingness to travel within North America.

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)

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