Regional Channel Account Manager

• 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 Regional 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.
• 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.
• 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.
• Experience supporting enterprise customers with 3,000+ 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 partners such as GuidePoint Security, Optiv, Trace3, Defy, Tevora, Evotek, or similar firms.
• Experience managing both mature and developing territories, particularly California and PNW.
• Familiarity with AWS, Azure, or GCP marketplace motions.
• Existing partner relationships in Texas and the Central US.