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Partners with sales executives to provide technical pre-sales support, lead proof-of-concept processes, deliver customer presentations, architect cloud security solutions, and help close opportunities. Maintains product expertise, supports events and technical working sessions, updates CRM records, collaborates with sales and engineering, and contributes to revenue targets. Requires extensive sales engineering and cloud security experience, strong presentation skills, and familiarity with major cloud platforms and security solutions.

Own and operate Orca’s FedRAMP environments across AWS, Azure, and GCP. Build infrastructure with Terraform, Kubernetes, Helm, and CI/CD; automate compliance validation, drift detection, evidence collection, and inventory management. Lead continuous monitoring, authorization artifacts, OSCAL transition, 3PAO assessments, and federal customer security engagements. Serve as the senior technical authority, maintain production health and incident response, and eventually build a U.S.-based infrastructure team while remaining hands-on.

Manage a portfolio of customer accounts, serving as the primary relationship owner and trusted advisor. Drive contract renewals, platform adoption, customer success plans, health check-ins, retention, and upsell opportunities. Monitor customer outcomes, resolve concerns, gather feedback, and coordinate with sales, support, product, and engineering teams. The role requires familiarity with cloud security, SaaS, AWS, Azure, Google Cloud, customer success tools, and AI tools, with 10% travel.

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.

Manage the full customer journey for a portfolio of cloud security customers. Drive adoption, customer success plans, business outcomes, renewals, and expansion while serving as a trusted advisor. Lead executive and quarterly business reviews, manage risks and escalations, communicate product updates, and collaborate with technical, sales, and cross-functional teams. The role requires cloud security and SaaS experience, knowledge of AWS, Azure, and Google Cloud, strong communication, AI proficiency, and 30% travel.

Prospect and engage potential customers through cold calling, email, and social selling. Generate and qualify leads, research prospect needs, develop the sales pipeline, build relationships with decision-makers, track prospecting metrics, and stay current on cloud security products, industry trends, and sales techniques. The role requires strong communication, motivation, resilience, curiosity, and willingness to learn in a fast-paced environment.

Partner with enterprise sales executives to provide technical presales support, lead proof-of-concept evaluations, deliver customer presentations, architect cloud security solutions, and help close opportunities. Support onboarding, post-sale enablement, training, events, CRM updates, and collaboration with Sales and Engineering while maintaining expertise in Orca’s products and releases.

Plan, develop, monitor, and optimize cloud infrastructure with FedRAMP compliance. Build CI/CD pipelines, self-healing systems, R&D environments, and observability. Operate GovCloud/FedRAMP authorized systems, respond to incidents, and use IaC, container orchestration, monitoring, and scripting to ensure secure, reliable operations.