VP, WW Channel Sales

United States - Remote Full-time Management
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About The Position

COMPANY BACKGROUND 

Orca Security is THE cloud security innovation leader, providing deeper visibility into AWS, Azure, and GCP in minutes without the operational costs of agents. With Orca Security, there is complete coverage; there are no overlooked assets, no network scanners, no DevOps headaches, and no performance hits on live environments. 

Unlike legacy tools that operate in silos, Orca treats your cloud as an interconnected graph of assets, prioritizing risk based on environmental context. This reduces thousands of meaningless security alerts to provide you with only the critical few that matter, along with their precise path to remediation. 

 

HIGHLIGHTS: 

● Fast growth: This company has momentum. It’s THE opportune time to join Orca Security. 

● Disruptive technology: Orca Security completely changed the way cloud is secured and is leading a new approach of how security solutions should be built. It’s completely agentless and detects every important risk in the cloud environment down to the data layer. It’s fast, simple, and complete. 

● Well-capitalized: Total funding is almost $550MM in less than 24 months. CapitalG, Redpoint, GGV, YL Ventures, Temasek, and SVCI. SVCI is a syndicate of CISOs who invested their own money after careful due diligence.

● Founded and led by 8 architects and executives from Check Point and quickly joined by many senior engineers from Palo Alto and Check Point. 


POSITION OVERVIEW

This role will lead channel sales, channel programs, and sell through/sell with partnership motions. You’ll develop the strategy and vision for our channel programs, collaborate with the sales, marketing, alliances, and customer success teams to accelerate new routes to market and growth in our channel revenue.  

As part of the job, you’ll:

  • Lead the WW Channel Sales strategy and programs across all channel and partner motions
  • Recruit, hire, and continue to develop the channel sales team in this hyper growth startup disrupting the cloud security space  
  • Lead from the front to drive a high performance, results oriented culture 
  • Refine, expand and improve our existing WW channel strategy and define the types of partnerships to build within specific market segments
  • Partner with sales, marketing, and customer success leaders to adapt strategies to execute across multiple verticals in the US, EMEA and APAC
  • Understand the competitive market, and develop a team of subject matter experts in container and cloud security
  • Act as the voice of the channel internally amongst product, engineering, operations, and marketing teams to ensure cross functional collaboration in driving partnerships
  • Position yourself as the leader across GSIs, VARs, and MSSPs, as well as our cloud partners
  • This person will execute day-to-day of prospecting, selling, and training of new partners

Requirements


  • 5+ years of WW Enterprise Channel Leadership experience with a track record of developing global ,strategic partnerships
  • 8+ years proven track record within a global Channel Sales organization
  • Experience building cloud security channel sales teams 
  • Domain Expertise with one or more of the following required: cloud security, visibility, and monitoring software, Enterprise SaaS sales 
  • Strong track record consistently achieving revenue goals in a startup environment
  • Excellent communication skills verbal and written     
  • Bachelor's Degree

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