Channel Sales Manager, Orca Security
Central
Complete cloud security and compliance platform
Open for applications
Complete cloud security and compliance platform
501-1000 employees
Open for applications
501-1000 employees
Company mission
Orca Security's mission is to simplify compliance and security for Azure, GCP, and AWS for clients.
Role
Who you are
- 5+ years experience: Selling with partners/channel within the Cloud & Cyber Security ecosystem
- Active network of partner relationships, VARS, resellers, 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 channel 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 channel partner
- 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
What the job involves
- All successful channel sales professionals will focus on creating and building partners to drive customer success
- 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/channel to Orca
- Manage overall relationship, act as the central point of contact for assigned channel partners, and establish trusted relationships with executive stakeholders in assigned partners
Our take
Orca Security offers security services for cloud-based services and infrastructure. The company builds patented SideScannning technology, which allows security managers to look into their cloud systems, identify vulnerabilities and ensure their most important data is protected.
Orca Security was founded back in 2019 by two ex-employees of established security provider Check Point. The Orca Security system is attractive to clients as it can be deployed and operating within minutes.
Recent cyberattacks on critical infrastructure and national systems have boosted interest in cybersecurity companies. Investors are hoping that platforms such as Orca Security can mitigate some of these threats. Spending on security is expected to surpass $150 billion, and there are plenty of other providers offering protection, including Check Point and Lightspin. However, in 2023 Orca Security became the first firm to integrate ChatGPT features into its alert automation network, exemplifying how the company continues to maintain an edge in the industry.
Kirsty
Company Specialist
Insights
Company
Funding (last 2 of 5 rounds)
Oct 2021
$340m
SERIES C
Mar 2021
$210m
SERIES C
Total funding: $632m
Company benefits
- Work from home opportunities
Company values
- We swim together
- Love where you work
- We believe that teamwork amplifies talent
- We’re committed to building an inclusive community
Articles
Founders
Avi Shua
(CEO)Avi worked as a Software Developer in the IDF for 7 years before spending 11 years at Check Point Software Technologies. They co-founded Orca in 2018, serving since as CEO alongside a role at YL Ventures.
Gil Geron
(CPO)Gil spent almost 11 years at Check Point Software Technologies having studied at the Hebrew University of Jerusalem. They co-founded Orca Security as CPO in 2018.
Liran Antebi
(Chief Architect)Having started their career as a Pixel Software Developer, Liran worked as VP of R&D at StreamiX. They also spent 13 years at Check Point before co-founding Orca Security.
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