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.