Channel Sales Manager -West

United States - Remote Full-time Intermediate
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About The Position

Dive right in. Swim with our pod.

At Orca, we believe that in the right environment and with the right team, talent has no boundaries. This team spirit, together with our drive to always aim high, have quickly earned us unicorn status and turned us into a global cloud security innovation leader. So if you’re ready to join an amazing team of people who inspire each other every day, now is the time to find your place in our pod. 

We’re looking for driven and experienced sales professionals to get the word out and join our mission to change the future of cloud security. At Orca, we’re proud of what we do and we always aim high. This, together with our belief in the power of teamwork, has quickly turned us into a global cloud security innovation leader (and a unicorn). Ready to dive in and swim with our pod?

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 $300MM in less than 24 months. CapitalG, Redpoint, GGV, YL Ventures, 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. 

ABOUT THE ROLE

All successful partner sales professionals will focus on creating and building partners to drive customer success. 

On a typical day you'll:

  • Do as much as possible to enable the end customer.
  • Collaborate with Orca sales and marketing leadership to align go-to- market (GTM) business plans with mutual performance objectives, financial targets and critical milestones associated with productive partner relationships.
  • Land and Expand partnerships
  • Collaborate with sales and marketing leadership to refine Orca's partner program, overall partner benefits such as MDF, rebates, opportunity registration, etc.
  • Collaborate with the Orca team to develop partner facing tools and assets.
  • Assist in developing a consistent partner training/enablement program with the ability to conduct sales training sessions.
  • Build & maintain the growth of new opportunities sourced by partners to Orca
  • Manage overall relationship, act as the central point of contact for assigned partners, and establish trusted relationships with executive stakeholders in assigned partners

Requirements

ABOUT YOU

  • 5+ years experience: Selling with partners/channel or consulting companies within the Cloud & Cyber Security ecosystem
  • Active network of partner relationships at big 4 to boutique firms, VARS, SIs or with solution focused firms which provide managed services 
  • Deep understanding of business issues related to cloud security and ability to articulate why a differentiated approach works
  • Ability to articulate the business value to a partner 
  • Ability to negotiate skillfully in tough situations and influence functional groups to a shared vision.
  • High energy, enthusiasm, and passion for the business
  • Willing to travel to build a quality business pipeline focusing on developing opportunities through partners. 
  • Proven ability to hit and exceed sales goals and track record of partner retention and cross-functional alignment.
  • Experience in building partnerships with demonstrated revenue growth over time, selling with partners to drive new business, and expanding product footprint within existing customers
  • Understanding of challenges created by migration to cloud platforms and DevOps application development processes.

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