ORCA Security Channel Sales Manager – West 

United States 

733059150

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

• 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.