National Partner Manager

United States Digital Space LLC; United States; Hybrid; USD 150,000 - 170,000; Full time

Benefits offered by this job

Competitive salary

Equity package

Remote-friendly environment

Mac or Windows laptop

Home office stipend

Job summary

Orca Security in Chicago, IL (Remote) is seeking a National Partner Manager to drive strategic partnerships with SHI, CDW, and GuidePoint Security across North America. You’ll own executive relationships, build joint plans, and accelerate cloud security adoption.

You will lead partner-enabled sales initiatives, develop repeatable playbooks, and collaborate with Orca regional teams to scale revenue through national channels. This role offers a competitive package and remote-friendly options.

Qualifications

• 8+ years of experience in channel sales or partner management.
• Proven success building pipeline and revenue through national partners.
• Strong relationships with SHI, CDW, GuidePoint Security, and similar cybersecurity partners.
• Experience in cybersecurity, cloud security, or enterprise SaaS.
• Track record collaborating with enterprise sales teams on complex deals.
• Ability to influence executive leadership and field sellers.

Responsibilities

• Build Strategic Partner Relationships: Own and grow Orca’s national partnerships with SHI, CDW, and GuidePoint Security.
• Develop and execute joint business plans with partner leadership.
• Position Orca as a strategic cloud security platform within each partner.

Skills

Channel sales

Partner management

Executive influence

Cybersecurity expertise

Enterprise deals

Sales collaboration

Job description

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 SHI, CDW, and GuidePoint Security—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 SHI, CDW, as well as GuidePoint Security

• 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 SHI, CDW, GuidePoint Security, 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

• The chance to collaborate with a team of talented global colleagues all around the world

*Annual Salary range: $150,000-$170,000 base salary and $100,000-$110**,000 performance-based commissions. This represents the typical salary range for this position based on experience, skills, and other factors.*

*This position is open until filled. Applications will be accepted on an ongoing basis.*

*Orca Security is an equal opportunity employer, and qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status.*