Cloud Alliance Sales Manager, Orca Security
East
More information about location
AI-powered cloud security platform & CNAPP
Job no longer available
AI-powered cloud security platform & CNAPP
501-1000 employees
Job no longer available
More information about location
501-1000 employees
Company mission
To provide the world's most comprehensive cloud security platform while adhering to what we believe in: frictionless security and contextual insights, so you can prioritize your most critical risks and operate in the cloud with confidence.
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
- Experience working with AWS is required
- 5+ 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
- 5+ years’ experience with direct sales (hunter/carried and exceeded quota) to enterprise
- 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
What the job involves
- We’re looking for driven and experienced partner development professional to get the word out and join our mission to change the future of cloud security
- In the Cloud Alliance Partner Development Manager role you will have a phenomenal opportunity to assist in the management of our strategic relationships with cloud providers, namely -AWS, Google Cloud, and Microsoft Azure
- As a Cloud Alliance Partner Sales Manager at Orca you will play a key role in growing and managing our business through our strategic cloud service provider partnerships in both a co-sell and marketplace sales motion
- 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 enduring 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
Our take
As more companies move their systems and data into the cloud, security tools are struggling to keep up. Traditional approaches were built for older IT setups and often require complex installations, leaving gaps in visibility and protection. The founders of Orca Security saw that cloud environments needed a completely different approach, one that could give full visibility without slowing teams down. So they set out to rebuild cloud security from the ground up, focusing on simplicity, speed, and coverage.
Orca's platform works by connecting directly to a company's cloud environment an scanning it without needing agents installed on every machine. This allows it to quickly identify risks like misconfigurations, vulnerabilities, exposed data, and suspicious activity, all in one place. By combining different types of security checks into a single platform, Orca helps teams understand what matters most and fix issues faster. More recently, the company has also began to lean into AI, helping automate decision-0making and improve how itheats are ddeteced and managed.
Since launching, Orca has grown quickly and build strong momentum. It raised $640M early on and reached a valuation of around $1.8B, backed by major investor and used by well-known companies like SAP and Autodesk. Today, it's trusted by hundreds of organizations and is seen as a leader in cloud security.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
21% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Oct 2021
$340m
SERIES C
Mar 2021
$210m
SERIES C
Total funding: $632m
Company HQ
Pearl District, Portland, OR
Leadership
Avi Shua
(Co-Founder & Chief Innovation Officer)Avi initially served as the company's CEO until 2023, when he moved into the role of Chief Innovation Officer. Prior to Orca Security, he spent 11 years at Check Point Software Technologies in various roles, including Chief Technologist of Threat Prevention.
Gil Geron
(Co-Founder & CEO)Gil initially served as the company's CPO before moving into the role of CEO in 2023. Previously he spent nearly 11 years at Check Point Software Technologies in various roles, including Director of Cyber Security Gateway & Cloud Products.
Liran Antebi
(Co-Founder & Chief Architect)Prior to co-founding Orca Security in 2019, Liran spent over16 years at Check Point Software Technologies, as a Software Developer, Technology Leader and Architect.
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