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 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.