Head of Cloud Alliances, Orca Security
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
- We are looking for someone who is passionate about building and monetizing strategic relationships, driving scalable programs in collaboration with external partners and internal teams, who is biased towards building repeatability and scalability through innovation, proactively seeking to improve commercial development achievements and partner experience, and is driven to make a measurable impact
- 10+ years of experience working on enterprise technology sales or cloud partnership within Software and/or SaaS companies running Alliance Partnerships with a strong track record of success
- Experience working with AWS is required
- A strong, verifiable background in building revenue generating relationships
- Reference relationships with other CSP partners like Google Cloud and Microsoft Azure Strong executive presence, including communication and presentation skills with a high degree of comfort to both large and small audiences
- Experience within Software and/or SaaS companies running Alliance Partnerships with a strong track record of success
- Ability to work hands-on towards business outcomes individually and collaboratively in a dynamic, fast paced environment
- Ability to build relationships with internal constituents and collaborate with Amazon, Google and Microsoft teams
- Self-motivated, positive, hard-working professional with the ability to thrive in a fast-paced, high-growth, dynamic culture
- Experience with direct sales (hunter/carried and exceeded quota) to enterprises a plus
What the job involves
- We’re looking for driven and experienced partner development professionals to get the word out and join our mission to change the future of cloud security
- As the Head of Cloud Partners, you will assist in the management of our strategic relationships with cloud providers, namely -AWS, Google Cloud, and Microsoft Azure
- This is a key role in growing and managing our business through our strategic cloud service provider partnerships through co-sell, co-market and co-build
- Success will depend on driving revenue with and through our Cloud Service Providers by balancing our Cloud Security platform in tandem with the cloud provider’s native services; building relationships with cloud provider sellers; driving outcomes with highly cross-functional teams, and having a methodical consideration to focus on outcomes
- Lead day-to-day relationships and be the liaison between our Sellers and the Cloud Service Providers to advance mutual commercial development
- Drive CSPs to build and progress qualified pipeline in partner sourced ARR opportunities that will lead to incremental bookings for Orca Security
- Generate and manage partner driven pipeline programs through proactive identifying opportunities across cloud partners, customers and prospects base
- Identify commercial opportunities across our Cloud partner ecosystem using an account mapping sheet, create reports, forecast, and present to sales management to ensure meeting quarterly targets and optimizing the regional program
- Coordinate the GTM execution and continuously manage alliance performance metrics and outcomes to improve the partnering efforts with our partners
- Grow our sell through business with cloud partners by working on go-to-market activities, such as, collaborating sales teams to find net opportunities, and marketing to develop partner/Orca collateral
- Work with partner marketing to create and improve partner-facing enablement materials and templates and educate our sales team on how to co-sell with Cloud partners. Act as the point of contact to increase partner knowledge on Orca Security’s platform and proactively train partners in our core proposition, new use cases and new platform functionality
- Work with the Orca sales teams to understand customers purchasing options and execute the deal approval and marketplace processes in AWS, Google and Azure
- Work across Orca’s partnerships/channel to engage & develop new partners that will help us scale (SI/MSP/VAR)
- Enable AWS on the value of Orca Security to gain increased attention and focus
- Increase awareness within Orca Security on the CSPs alliance and partnership
- Establish engagement and communication plan – both Orca Security and CSPs
- Prepare and give business reviews to senior management teams
- Meet and exceed incremental revenue and business planning targets
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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