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ORCA Security Channel Sales Manager – West 
United States 
733059150

25.06.2024

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/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
ABOUT YOU
  • 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.