Senior Channel Manager, Cobalt
North America, National & Regional Security VARs, MSPs, Solution Providers
$100-125k
+ Equity + Commission
Penetration testing software provider
Open for applications
Penetration testing software provider
201-500 employees
Open for applications
$100-125k
+ Equity + Commission
201-500 employees
Company mission
To become the world's interface to the security workforce.
Role
Who you are
- 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
- 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
What the job involves
- 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
- 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
Our take
Cobalt is a penetration testing platform providing PtaaS to significantly improve the efficiency and deliverability of penetration testing. The company is working to transform a multi-billion dollar industry that is set to grow in value as vulnerabilities become an increasing liability. Usefully for Cobalt, this applies across smaller and larger businesses alike, as the use (and protection) of data becomes increasingly important across all scales.
Its approach, using a curated marketplace of 400+ highly vetted ethical hackers, is pioneering in an industry typically hobbled by inefficient practices. Existing services tend to deliver a PDF list of vulnerabilities at the end of a testing period. Cobalt delivers results in real-time, integrated into the client’s existing environment.
In an age where hacker tech is continuously and rapidly developing, a service allowing companies to match this with continuous (as opposed to periodic) pen-testing will no doubt prove a vital and attractive tool.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 4 rounds)
Aug 2020
$29m
SERIES B
May 2018
$5m
SERIES A
Total funding: $36.5m
Company benefits
- Equity plan
- 401k matching for retirement savings plan
- Paid parental leave
- Flexible PTO, to support work life balance from anywhere in the US, UK, and Germany
- Monthly WFH stipends for equipment, lunches, wellness and learning & development
- Work directly with experienced senior leaders
- Make your mark in the rapidly expanding PtaaS space
- Join an award-winning “best workplace” and fast growing team
- Medical, dental and life insurance benefits
Company HQ
South Beach, San Francisco, CA
Leadership
Sonali Shah
(CEO)Joined Cobalt as CEO in 2024. They are a seasoned Business Leader with more than 20 years of experience scaling high-growth businesses across the cybersecurity landscape.
Lisa Matherly
(CMO)Joined Cobalt as CMO in 2023. They have over 2 decades of experience in B2B Marketing and Cyber Security. Prior to Cobalt, they spent most of their career at McAfee, Intel, and 3Com in various leadership roles across Marketing, Customer Service, and Sales.
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