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 across Australia and Southeast Asia (SEA).
- 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%#LI-ORCA
Similar Jobs
Transportation • Industrial • Manufacturing
Home-based Technical Sales Engineer responsible for growing new lift sales across the South Midlands. Duties include developing opportunities, assessing customer needs, preparing accurate quotations, meeting sales and conversion targets, following up leads, visiting sites, and building relationships with new and repeat customers. Candidates need lift industry experience plus a relevant technical qualification or related experience.
Information Technology • Security • Software • Consulting
Own the technical sales process from discovery through proof of concept and technical close. Deliver cybersecurity presentations and demonstrations, partner with account teams, run proof-of-value engagements, document opportunities in Salesforce, and enable channel partners through coaching, training, joint selling, and technical content. Support SMB and mid-market customers across Australia and New Zealand while building expertise in email security, insider risk, DLP, security awareness, endpoint protection, and identity management.
Top Skills:
ChallengerMeddpiccMicrosoft TeamsSaaSSalesforce (Sfdc)SandlerZoom
Software • Cybersecurity
Drive revenue through complex enterprise sales opportunities for cloud data security solutions. Identify customer needs, architect technical solutions, deliver proof-of-value engagements and use-case demonstrations, and advise executive stakeholders. Coordinate cross-functional resources, support partner channels, and represent the company at marketing events. The role requires cloud security expertise, AWS or Azure knowledge, networking and database fundamentals, data protection knowledge, strong communication skills, and up to 50% travel.
Top Skills:
APIsAWSCasbCloud IamDatabasesDlpEncryptionKey ManagementAzureMl/AiNetwork ProtocolsSFDC
What you need to know about the Sydney Tech Scene
From opera to comedy shows, the Sydney Opera House hosts more than 1,600 performances a year, yet its entertainment sector isn't the only one taking center stage. The city's tech sector has earned a reputation as one of the fastest-growing in the region. More specifically, its IT sector stands out as the country's third-largest, growing at twice the rate of overall employment in the past decade as businesses continue to digitize their operations to stay competitive.
