Orca Security - Sales Engineer - AppSec/Cloud Security (West Coast, US)
Requirements
• Experience with CSPM / Vulnerability Management solutions • By clicking “Accept All Cookies”, you agree to the storing of cookies on your device to enhance site navigation, analyze site usage, and assist in our marketing efforts. • When you visit any website, it may store or retrieve information on your browser, mostly in the form of cookies. This information might be about you, your preferences, or your device, and is mostly used to make the site work as you expect. The information does not usually identify you directly, but it can give you a more personalized web experience. Because we respect your right to privacy, you can choose not to allow some types of cookies. Click on the different category headings to learn more and change our default settings. Blocking some types of cookies may impact your experience of the site and the services we are able to offer. • More information • These cookies are necessary for the website to function and cannot be switched off in our systems. They are usually only set in response to actions made by you which amount to a request for services, such as setting your privacy preferences, logging in or filling in forms. You can set your browser to block or alert you about these cookies, but some parts of the site will not then work. These cookies do not store any personally identifiable information. • These cookies allow us to count visits and traffic sources so we can measure and improve the performance of our site. They help us to know which pages are the most and least popular and see how visitors move around the site. All information these cookies collect is aggregated and therefore anonymous. If you do not allow these cookies we will not know when you have visited our site, and will not be able to monitor its performance. • These cookies enable the website to provide enhanced functionality and personalisation. They may be set by us or by third party providers whose services we have added to our pages. If you do not allow these cookies then some or all of these services may not function properly. • These cookies may be set through our site by our advertising partners. They may be used by those companies to build a profile of your interests and show you relevant adverts on other sites. They do not store directly personal information, but are based on uniquely identifying your browser and internet device. If you do not allow these cookies, you will experience less targeted advertising. • Confirm My Choices • " style="width: 0px !important; height: 0px !important; display: none !important;">
Responsibilities
• Managing the entire Customer Journey for an assigned portfolio of Customers. • Partner with Customer Success Engineers to identify and drive customer objectives, operationalization, outcomes and value. Ensuring that technical enablement ties to customer goals and helps them achieve their own business KPIs. • Define and execute Customer Success Plans that drive both adoption and value. • Be a trusted advisor for customers, communicating upcoming product changes, enhancements, and serving as an internal voice of the customer. • Work with customer stakeholders, executive sponsors, and partners to drive business value and expansion. Build strong relationships within all levels of the organization from the practitioner level all the way up to the C-suite. Proactively reach out to other BUs and executives to expand Orca’s footprint. • Identify risks, manage escalations, and collaborate cross-functionally within Orca. • Lead Executive Business Reviews (EBRS) & Quarterly Business Review (QBRs). • Own Customer renewal opportunities and partner with Account Executives on Customer Expansion opportunities. • Contribute to defining and bringing maturity Customer Success Playbooks, Journeys, and Best Practices. • Become proficient in CS and Sales tools required to perform the role: e.g. Salesforce, Clari, ChurnZero, Google Workspace, Slack, etc. • In your day to day with customers, you are the owner of the relationship, meaning that you understand your customer use cases, business outcomes, feature requests, escalation points, and key players at all times.
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