Obrela is a leading cyber security company helping organisation defend against advanced threats through its proprietary Swordfish platform, delivering Managed Detection & Response (MDR), Managed Risk & Controls (MRC), and a full suite of cyber security services. Recognized in the Gartner Market Guide for MDR, Obrela operates globally from offices in London, Athens, Dubai, Riyadh, and Cologne — combining international scale with deep local expertise.
Obrela is hiring a Channel Sales Manager to build and grow an indirect sales channel across the UK&I market. This is a hands-on, revenue-focused role for someone who thrives on getting out there, building relationships, and delivering results — not managing programms on paper.
You will be responsible for identifying, recruiting, and enabling independent VARs and MSPs — typically owner-managed businesses with fewer than 100 employees — and empowering them to offer Obrela's full cyber security portfolio to their own customer base. Once partners are onboarded, you will manage those relationships on an ongoing basis, driving joint pipeline and revenue consistently.
Reporting to the UK&I Sales Director, you will work closely with the Head of Channels & Partnerships, Head of Sales Engineering, Marketing, and wider commercial teams.
Key Responsibilities
- Identify, target, and recruit independent VARs and MSPs that are well positioned to extend their proposition into managed cyber security
- Build strong relationships at Director and owner level within partner organisations
- Lead the onboarding and enablement of new partners, ensuring they have the knowledge, tools, and confidence to position and sell Obrela's services
- Manage ongoing partner relationships to drive consistent joint pipeline creation and revenue generation
- Contribute to shaping Obrela's UK partner programme — including partner tiers, incentives, and enablement frameworks — keeping the focus on practical, partner-facing impact
- Work collaboratively with Sales Engineering and Marketing to equip partners with relevant collateral, messaging, and technical support
- Maintain accurate pipeline data and partner activity in CRM
- Track and report on key channel metrics including partners recruited, partners enabled, pipeline created, and revenue generated
- Travel across the UK to build and maintain partner relationships in person
Key Skills & Attributes
- Bachelor's degree in Information Security, Computer Science, or a related field (Master's degree preferred).
- Proven channel sales or partner management experience in cyber security or B2B technology
- An existing black book of UK VAR and MSP relationships is a significant advantage
- Comfortable operating at owner and Director level within smaller, independent businesses
- A builder mentality — you want to create something real, not just document a framework
- Strong commercial instincts with a track record of driving pipeline and revenue through partners
- Clear, confident communicator across in-person, phone, and written channels
- Self-motivated and organized, able to manage a broad portfolio of partner relationships simultaneously
- Good understanding of MDR, managed security, or broader cyber security services
- CRM experience (Salesforce or equivalent)
Benefits
- Competitive salary and performance-based bonuses
- Professional development opportunities and certifications
- Flexible work schedule and semi-remote work options
- Collaborative and innovative work environment
