National Partner Manager

Location: Chicago, IL (Remote) Big Ideas. Real People. 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 Partners team and our mission to change the future of cloud security. Ready to dive in and swim with our pod? Highlights: High-growth: Over the past seven years, we’ve consistently achieved milestones that take other companies a decade or more. During this time, we’ve significantly grown our employee base, expanded our customer reach, and rapidly advanced 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: As a National Partner Manager , you will lead Orca Security’s strategic partnerships with CDW, GuidePoint Security, and SHI—three of the most influential cybersecurity solution providers in North America. This is a high-impact role where you’ll own executive relationships, drive partner-sourced pipeline, and scale revenue through national partners. You’ll work cross-functionally with Orca’s regional sales teams to build joint strategies, enable partner organizations, and accelerate cloud security adoption. On a typical day you'll: Build Strategic Partner Relationships Own and grow Orca’s national partnership with CDW, as well as GuidePoint Security and SHI Develop and execute joint business plans with partner leadership Position Orca as a strategic cloud security platform within each partner Drive Pipeline and Revenue Generate partner-sourced and partner-influenced pipeline Identify and develop joint opportunities with Orca regional sales teams Create repeatable sales motions to accelerate cloud security adoption Activate the Field Enable partner sales and technical teams on Orca’s platform Drive field engagement across partner regions and security practices Collaborate with marketing on joint demand generation initiatives Executive Alignment Build strong relationships with partner executives and practice leaders Lead partner strategy sessions, business reviews, and executive briefings About you: 8+ years of experience in channel sales or partner management Proven success building pipeline and revenue through national partners Strong relationships with CDW, GuidePoint Security, SHI, and similar cybersecurity partners Experience in cybersecurity, cloud security, or enterprise SaaS Track record of collaborating with enterprise sales teams on complex deals Ability to influence both executive leadership and field sellers What We Offer: Competitive salary, commission, and equity package Discounted medical, dental, and vision benefits with significant employer contribution Benefits coverage starting on your first day of employment Generous PTO with U.S. holidays observed and flexible hybrid & remote work environments Your choice of Mac or Windows laptop Work-from-home stipend to be used in your first month of employment Monthly reimbursement for cell phone and for home internet…