Sales Engineer

This is a fully remote position, open to applicants in Japan.

📋 Description

• Collaborate with Account Executives to spearhead technical discovery, product demonstrations, proof-of-concept initiatives, and technical evaluations throughout the enterprise sales process.

• Take ownership of the technical win strategy by establishing success criteria, tackling technical objections, and showcasing measurable customer value.

• Foster trusted relationships with security teams, cloud architects, DevSecOps professionals, and executive stakeholders.

• Convert complex security issues into tangible business outcomes.

• Empower channel partners, distributors, resellers, and system integrators through technical training, workshops, and collaborative customer engagements.

• Assist partners in independently positioning and demonstrating Orca’s solutions.

• Work alongside Sales and Channel teams to formulate account strategies, support partner-led opportunities, and promote regional revenue growth.

• Act as a technical authority on Orca’s cloud security platform, encompassing CNAPP, CSPM, CWPP, vulnerability management, identity security, application security, and emerging AI security applications.

• Relay customer feedback, competitive insights, and market demands to global Product, Engineering, and Sales Engineering teams.

• Represent Orca at customer workshops, partner events, industry conferences, and technical forums throughout Japan.

• Contribute to expanding Orca’s market reach, supporting enterprise clients, and enhancing its partner ecosystem.

⛳️ Requirements

• Professional fluency in Japanese is essential, with the capability to independently conduct technical presentations, customer meetings, and partner training.

• Business-level proficiency in English to collaborate effectively with global teams.

• A minimum of 3 years of experience in Sales Engineering, Solutions Engineering, Technical Pre-Sales, or a comparable customer-facing technical position.

• Strong hands-on experience with at least one major public cloud platform: AWS, Microsoft Azure, or Google Cloud.

• Familiarity with cloud security, cybersecurity architecture, vulnerability management, or related security technologies.

• Knowledge of cloud-native architectures, including containers, Kubernetes, networking, IAM, and cloud infrastructure.

• Experience in delivering technical demonstrations, spearheading proof-of-concept evaluations, and presenting to both technical and executive audiences.

• Background in working with channel partners, distributors, resellers, or system integrators.

• Exceptional communication, problem-solving, and presentation abilities, with the talent to link technical capabilities to business value.

• Capability to manage multiple opportunities independently in a fast-paced environment.

• Willingness to travel within Japan for customer engagements, partner meetings, and events, with some international travel as needed.

• Nice to have: experience with CNAPP, CSPM, CWPP, CIEM, DSPM, or other cloud security technologies.

• Nice to have: familiarity with application security, DevSecOps, AI security, and Infrastructure as Code.

• Nice to have: hands-on experience with Kubernetes, Docker, Terraform, Python, APIs, or automation tools.

• Nice to have: experience collaborating with Japanese enterprise customers and major system integrators.

• Nice to have: relevant certifications in AWS, Azure, Google Cloud, or cybersecurity.

• Nice to have: prior experience at a cybersecurity vendor or a high-growth technology company.

🏝️ Benefits

• High-growth company environment.

• Disruptive innovation and agentless cloud security technology.

• Respectful and transparent culture.

• Accessible executives and sharing of knowledge.

• Opportunity to influence the future of the industry.

• Innovative technology and collaboration with talented teams worldwide.