Partner with sales executives to provide technical presales support, lead product evaluations and proof-of-concept engagements, deliver customer presentations, architect cloud security solutions, and support onboarding, enablement, and training. The role collaborates with enterprise sales and engineering teams, maintains CRM updates, supports industry events, stays current on product releases, and contributes to revenue targets. Approximately 30% travel is expected.
*Fully remote from Melbourne or Sydney 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 Sales 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:The mission of the Senior Sales Engineer is to partner with sales executives; to provide in-depth technical knowledge and support during evaluation of the product, collaborate to close opportunities and onboard new clients. This person will facilitate post sales enablement and training to ensure adoption of the product within the organization. Orca is looking for a candidate who has passion for technology, especially cloud security; who has outstanding presentation skills, focusing on dialogue rather than monologue; and, one who can lead bringing transformational technology to its customers with passion, hustle, and professionalism.
Responsibilities: - Provide pre-sales support for qualified opportunities and POC (proof of concept) process for the Orca Cloud Security solution
- Deliver technical presentations of the offering to new potential customers
- Collaborate with Enterprise Sales team to plan and implement sales strategies to win business
- A strong understanding of the Orca Cloud Solution – subject matter expert
- Provides support at vendor-sponsored events, trade shows, and user group meetings
- Stay on top of the administrative aspect for the role – timely updates of our CRM – and be engaged with Sales and Engineering
- Participate in and/ or conduct technical working sessions with Sales and the other Sales Engineer(s) to jointly architect solutions to business problems leveraging Orca’s Cloud solution with prospective new customers
- Acts independently to determine methods and procedures on new or special assignments
- Remain up-to-date on Orca’s solutions and product releases and maintain familiarity and adherence to all Company methods and procedures
- Collaborate with sales to achieve revenue targets
- 5+ years of experience in a sales engineering role
- 3+ years of cloud security sales engineering or related engineering experience
- Ability to handle a fast-paced environment and continuously re-prioritize while maintaining a constant focus on the sales process
- Passion for technology & cloud/cybersecurity
- Outstanding presentation skills, focusing on dialogue rather than monologue, and combining technology with real customer value
- Travel expected ~30%
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