Channel Sales Engineer

ABOUT US

Dive right in. Swim with our pod. At Orca, in the right environment and with the right team, talent has no boundaries. This team spirit, together with our drive to always aim high, has quickly earned us unicorn status and turned us into a global cloud security innovation leader. So if you’re ready to join an amazing team of people who inspire each other every day, now is the time to find your place in our pod.

We’re looking for driven and talented people like you to join our pre-sales team and our mission to change the future of cloud security. Ready to dive in and swim with our pod? 

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 innovation: 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.

ABOUT THE ROLE

The Channel Sales Engineer will serve as a technical advisor to our partners, enabling them to position and deploy Orca Security’s cloud security platform effectively. This role is critical to the success of our partner-driven sales model. The ideal candidate will possess strong technical acumen, outstanding communication skills, and a proven ability to educate and empower partners.

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.

ABOUT YOU

• 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.