National Partner Manager

Location: Chicago, IL (Remote)

About the Company

At Orca, we believe talent thrives in the right environment with the right team. Our team spirit and drive have earned us unicorn status and positioned us as a global leader in cloud security innovation. We’re looking for driven individuals to join our Partners team and help shape the future of cloud security.

Highlights

• High-growth: Over the past seven years, we’ve achieved milestones that typically take other companies a decade or more, including significant growth in our employee base, customer reach, and product capabilities.
• Disruptive innovation: Our founders pioneered agentless technology to address gaps in traditional cloud security, making us the most comprehensive and innovative cloud security company.
• Well-capitalized: As a cybersecurity unicorn with a $1.8 billion valuation, we’re backed by top investors such as Capital G, ICONIQ, GGV, and SVCI, a syndicate of CISOs who invest after thorough due diligence.
• Respectful and transparent culture: Our executives are accessible to all employees, and everyone has a voice 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 high-impact role involves owning executive relationships, driving partner-sourced pipeline, and scaling revenue through national partnerships. You’ll collaborate cross-functionally with Orca’s regional sales teams to build joint strategies, enable partner organizations, and accelerate cloud security adoption.

Responsibilities

• Build Strategic Partner Relationships
  • Own and grow Orca’s national partnerships with CDW, 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.

Requirements

• 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.

Benefits

• 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 home internet.
• Opportunity to collaborate with a global team of talented colleagues.

Pay

Annual Salary range: $170,000-$200,000 base salary and $110,000-$140,000 performance-based commissions. This represents the typical salary range for this position based on experience, skills, and other factors.