Regional Channel Account Manager

Orion; United States; On-site; USD 90,000 - 150,000; Full time

Job summary

ORION is seeking a Channel Manager to grow and manage a security partner ecosystem across the West and Central US, with GuidePoint as a key anchor. You will recruit, onboard, and enable national and regional partners, and drive partner-sourced and partner-influenced pipeline alongside regional AEs.

Join meetings, shape deal strategy, and represent ORION at regional events and conferences. A hands-on, relationship-driven professional who thrives in a fast-growing, security-focused startup will

Qualifications

• 3–5+ years of channel sales, partner management, or alliances experience in cybersecurity SaaS.
• Proven success generating partner-sourced pipeline and closed revenue.
• Consistent quota achievement over the past 2–3 years.
• Established relationships with security VARs and specialist partners in the West and/or Central US.
• Experience supporting enterprise customers with 2,000+ employees.
• Experience building channel motions in a high-growth or early-stage company.
• Willingness to travel 50%+ across the territory.

Responsibilities

• Own and grow a portfolio of security partners across the West and Central US, with GuidePoint as a key anchor.
• Recruit, onboard, and enable national and regional partners.
• Generate measurable partner-sourced and partner-influenced pipeline alongside regional AEs.
• Lead account mapping, deal registration, partner QBRs, and performance reporting.
• Join partner and customer meetings, support deal strategy, and represent ORION at regional events and security conferences.
• Build practical channel motions and processes in a fast-growing, resource-conscious environment.

Skills

Relationship building

Channel sales

Partner management

CRM & forecasting

Deal registration

Tools

CRM

Partner portals

Job description

Right now, someone in your company is pasting something they shouldn't into an AI tool.

A contract into a chatbot. A customer list into an assistant that got installed last week. Source code into a model nobody approved. It's happening in every organization on earth, thousands of times a day.

Seeing it after the fact is hard enough. Stopping it in the moment, without getting in anyone's way- that's the actual engineering problem.

ORION is a data security startup in Tel Aviv.

$38M raised, and Fortune 500 enterprises already running us in production, betting their most sensitive data on us being right.

We’re looking for a Channel Manager who knows how to deliver results, build the right relationships, and bring our value to the right markets.

What you’ll actually do?

Own and grow a portfolio of security partners across the West and Central US, with GuidePoint as a key anchor.

Recruit, onboard, and enable national and regional partners.

Generate measurable partner-sourced and partner-influenced pipeline alongside regional AEs.

Lead account mapping, deal registration, partner QBRs, and performance reporting.

Join partner and customer meetings, support deal strategy, and represent ORION at regional events and security conferences.

Build practical channel motions and processes in a fast-growing, resource-conscious environment.

Who you are

A field-oriented relationship builder who knows how to turn partnerships into pipeline and revenue.

Hands-on, proactive, and comfortable creating structure where processes are still evolving.

Equally effective working with partner leadership, partner sales reps, and internal AEs.

Commercially driven, highly accountable, and disciplined with CRM and forecasting.

Comfortable resolving channel conflict and influencing teams without formal authority.

Formally required

3–5+ years of channel sales, partner management, or alliances experience in cybersecurity SaaS.

Proven success generating partner-sourced pipeline and closed revenue.

Consistent quota achievement over the past 2–3 years.

Established relationships with security VARs and specialist partners in the West and/or Central US.

Experience supporting enterprise customers with 2,000+ employees.

Experience building channel motions in a high-growth or early-stage company.

Willingness to travel 50%+ across the territory.

Nice to have:

Experience in DLP, email security, EDR, IAM, or DSPM.

Strong working relationships with GuidePoint AEs and partners such as Defy, Optiv, Trace3, Presidio, Tevora, Evotek, or similar firms.

Experience managing both mature and developing territories, particularly California and Central/TOLA.

Familiarity with AWS, Azure, or GCP marketplace motions.

Existing partner relationships in Texas and the Central US.