About this role
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.