ORCA Security Channel Sales Engineer 

United States 

191571470

Highlights:

• High-growth: In just 4 years, we’ve reached milestones that take other companies a decade or more. In the last two years, we’ve doubled our employee count, tripled our customer count, and rapidly expanded our product capabilities.
• Disruptive innovatio n: Our founders saw that traditional security didn’t work for the cloud—so they set out to carve a new path. We’re relentless pioneers who invented agentless technology and continue to be the most comprehensive and innovative cloud security company.
• Well-capitalized : With a valuation of $1.8 billion, Orca is a cybersecurity unicorn dominating the cloud security space. We’re backed by an impressive team of investors such as Capital G, ICONIQ, GGV, and SVCI, a syndicate of CISOs who invest their own money after conducting their due diligence.
• Respectful and transparent culture : Our executives pride themselves on being accessible to everyone and believe in sharing knowledge with the employees. Each employee has a place in shaping the future of our industry.

As part of the job you’ll:

• Collaborate closely with the Channel Account Managers to support partner enablement and drive sales.
• Conduct technical presentations, demonstrations, and trainings for partners to highlight the value of Orca’s security solutions.
• Assist in the development and delivery of partner-specific sales and technical enablement resources.
• Serve as a technical point of contact for partners, addressing technical questions, concerns, and issues.
• Support partners throughout the sales cycle by providing deep technical expertise and solutions to technical challenges.
• Conduct POCs (Proof of Concepts) and assist partners in onboarding and deploying Orca Security’s solutions.
• Work with partners to understand customer requirements and design appropriate solutions using Orca’s platform.
• Act as a liaison between partners and Orca’s internal teams (engineering, product, and support) to ensure partner and customer success.
• Stay up-to-date with Orca’s product developments and industry trends to provide the most relevant and effective support to partners.

• 3+ years of experience in a Sales Engineering or Solutions Engineering role, preferably with cloud security or cybersecurity experience.
• Strong understanding of cloud platforms such as AWS, Microsoft Azure, and Google Cloud.
• Experience with cloud security tools and practices, including threat detection, vulnerability management, and compliance.
• Demonstrated success working with channel partners and supporting partner-driven sales processes.
• Excellent communication and presentation skills, with the ability to translate complex technical concepts into clear, concise messaging.
• Ability to travel as needed to support partner relationships.
• Bachelor’s degree in a technical discipline or equivalent experience.

BONUS POINTS IF YOU HAVE

• Familiarity with cloud-native technologies such as Kubernetes, Docker, and CI/CD pipelines.
• Experience with network and workload security solutions.
• Previous experience working with channel partners or VARs (Value-Added Resellers) in a security or cloud technology company.
• Certifications in cloud platforms (AWS, Azure, GCP) or security (CISSP, CISM) are a plus.