About this role.
This senior individual contributor role leads technical alliance marketing and competitive strategy for a SaaS security platform. It develops joint value propositions, launches, co-marketing programs, marketplace and co-sell enablement, and partner-facing sales materials. The position also owns competitive intelligence, translating product architecture, market signals, and win/loss findings into battlecards, technical content, and differentiated positioning. Success requires deep cybersecurity product-marketing expertise, strong alliance GTM experience, and the ability to align Product, Engineering, Sales, executives, and strategic partners. The role is remote within the United States and is designed for an experienced marketer who can operate strategically while producing hands-on deliverables.
Role DNA
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Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
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Core skills
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Sample interview questions
I would begin by validating the shared customer problem, integration capabilities, and target buying scenarios with product, alliances, sales, and the partner. I would then turn those findings into a differentiated joint narrative, proof points, use cases, and enablement assets, with pipeline, influenced opportunities, and adoption metrics used to measure impact.
I would establish a repeatable intake process covering competitor releases, field feedback, win/loss data, public disclosures, and technical evaluations. The output would prioritize concise battlecards, objection-handling guidance, competitive decks, and executive insights grounded in evidence and refreshed based on field usage and market changes.
I first develop a precise technical understanding with product and engineering, including the underlying architecture, data flows, and limitations of alternative approaches. I then connect those details to customer outcomes such as reduced risk, broader visibility, faster detection, or lower operational burden, while retaining the evidence needed for technical validation.
I would define the customer use cases and buying triggers for the motion, then create the messaging, solution briefs, pitch materials, launch plan, and seller guidance needed by both organizations. I would partner with alliance and revenue teams to track sourced and influenced pipeline, deal acceleration, asset adoption, and conversion points.
I would clarify the decision, audience, business objective, and evidence required, then bring stakeholders together around a concise working plan with owners and deadlines. When tradeoffs arise, I use customer impact, technical accuracy, and measurable GTM outcomes to recommend a path and keep delivery moving.
Obsidian Security is the leading SaaS security platform, trusted by global enterprises like Snowflake, T-Mobile, and Algolia. We protect 200+ organizations across North America, Europe, the Middle East, Southeast Asia, Australia, and New Zealand, including many of the world’s largest Fortune 1000 and Global 2000 companies.
Founded in 2017 and backed by top investors like Greylock, Obsidian was built to close a critical gap: securing SaaS apps where business happens—Microsoft 365, Salesforce, and hundreds more. The company does this by offering a complete SaaS security platform to reduce risk, detect and respond to threats, and prevent breaches at the source. Obsidian was built by leaders who redefined endpoint and identity security at CrowdStrike, Okta, Cylance, and Carbon Black. Now, they’re transforming how SaaS is secured.
With AI driving rapid SaaS growth and complexity, agentic AI tools gain privileged access to sensitive data through integrations, creating new risks most security tools miss. Obsidian uniquely detects anomalous OAuth token activity and manages integration risks. Major announcements are on the horizon. Recognizing that SaaS security needs to evolve, Obsidian enables growing organizations to start with a lightweight, prevention-focused browser extension and expand coverage over time.
With global momentum, a growing partner ecosystem including SentinelOne, Databricks, and Google Cloud, and a major fundraise ahead, Obsidian is scaling rapidly toward long-term growth and IPO readiness.
We are hiring a Sr Technical Marketing Manager – Alliances & Competitive Strategy to own two of the highest-leverage narratives at Obsidian: why we are better together with our strategic partners, and why our architecture solves problems no one else can.
This role sits at the intersection of alliances marketing and technical product marketing, and it owns competitive intelligence for the company. You will define how Obsidian shows up alongside our strategic technology alliances, building the joint value propositions, launch narratives, and enablement that turn partnerships into pipeline and supporting the GTM models that bring those alliances to market. At the same time, you will go deep with Product and Engineering to understand how the platform works, from our knowledge graph to our data depth and detection architecture, and elevate that “how” into a durable “why”: why Obsidian is uniquely positioned to secure third-party applications and AI agents where alternative architectures structurally fall short.
You will be the positioning authority the field, our partners, and our executives turn to for evidence-based answers on how we win, both in architecture and in direct competition.
This is a senior individual contributor role for someone who can think strategically, move quickly, and help shape how we scale both partner marketing and competitive positioning at Obsidian.
What you’ll accomplish
Own the Alliance Narrative
- Develop joint positioning, messaging, and better-together value propositions for strategic technology alliances
- Build messaging that helps customers understand when and why to adopt Obsidian alongside partner platforms, and helps alliance partners position Obsidian with clarity and conviction
- Lead product marketing for joint launches, co-marketing campaigns, and major alliance field moments, coordinating across alliances, product, and marketing teams
- Support the GTM models behind each alliance, including marketplace, co-sell, and integration motions, with the positioning, content, and enablement they need to perform
- Create enablement that alliance sellers actually use: solution briefs, pitch decks, objection-handling guides, and co-branded campaign materials
- Drive co-marketing programs with strategic alliances that deliver measurable pipeline contribution and deal acceleration
Own Competitive Intelligence & Technical Positioning
- Own the competitive intelligence function: monitor competitor products, architectures, disclosures, and market signals, and distill them into succinct, actionable guidance for sales, product, and leadership
- Build and maintain the compete program, including battlecards, compete decks, objection handling, and win/loss insights, that gives the field and partners clear evidence for why Obsidian wins
- Elevate “how we do things” into “why it matters”: articulate why Obsidian’s architecture solves problems that point tools and adjacent platforms cannot
- Develop technical marketing content such as architecture narratives, technical briefs, blogs, webinars, and demos that proves differentiation rather than asserting it
- Bring competitive and market insights back into product, alliances, and executive planning to sharpen roadmap framing and GTM strategy
About You
- Technical to the core, fluent in the “why.” 8+ years in product, technical, or partner marketing in cybersecurity or enterprise software, ideally with a hands-on technical background.
- A competitive strategist. You have built compete programs and turn competitor analysis and win/loss data into positioning the field trusts. You know the difference between a feature comparison and a structural advantage.
- Experienced in technology alliance marketing. You have built better-together narratives, joint launches, and enablement with strategic technology partners, and understand marketplace, co-sell, and integration GTM motions.
- Fluent in the cybersecurity buyer. You know how security leaders evaluate and buy, and how to help alliance partners have that conversation on Obsidian’s behalf.
- Strategic, hands-on, and collaborative. You see the big picture but are comfortable writing, building, and shipping the work yourself, and you align alliances, sales, product, and engineering without owning all the decisions.
Employee Benefits
Our competitive benefits packages are designed to support our employees’ well-being, both at work and at home. Our US based employees enjoy:
- Competitive compensation with equity and 401k
- Comprehensive healthcare with dental and vision coverage
- Flexible paid time off and paid holiday time off
- 12 weeks of new parent or family leave
- Personal and professional development resources
For more details on our US benefits, or for information on our international benefits, please see here.
Pay Transparancy
Please note that the base pay range is a guideline and for candidates who receive an offer, the base pay will vary based on factors such as work location, as well as the knowledge, skills and experience of the candidate. In addition to a competitive base salary, this position is eligible for equity awards and may be eligible for sales commission or incentive compensation based on the role or function within the company.
At Obsidian, we are proud to be an equal-opportunity employer. We value diversity and hire for talent, passion, and compassion. In compliance with federal law, all persons hired will be required to submit satisfactory proof of identity and legal authorization. If you have a need that requires accommodation, please contact accommodations@obsidiansecurity.com
Information collected and processed as part of any job applications you choose to submit is subject to Obsidian’s Applicant Privacy Policy.
Base Salary Range
$195,000—$212,000 USD
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