Service Provider Customer Success Engineer

Job Description About Orca Security At Orca Security, we empower organizations to thrive securely in the cloud. Our agentless-first Cloud Security Platform enables customers to identify, prioritize, and remediate risks and compliance issues across their entire cloud estate in real time. We partner with Service Providers globally to drive innovation, improve security operations, and enhance business outcomes. The Role Orca Security seeks a Partner Customer Success Engineer to serve as a trusted technical advisor and strategic consultant to our Service Provider partners worldwide. This role requires a strong understanding of security operations, a consultative mindset, and the ability to adapt to diverse MSP, MSSP and GSI Service Provider service offerings. Unlike a traditional CSE role, this position goes beyond support and enablement to focus on: - Cloud security use cases for Orca Security Deep understanding of how Orca Security fits into cloud security workflows, including vulnerability management, multi-cloud compliance and posture management, cloud workload protection, container security, and application security. - SP specific service models Ability to learn and adapt to each partner's unique service portfolio and business priorities, including threat intelligence, managed detection and response, and compliance-as-a-service. - Automation & API expertise and service delivery, including advanced configurations and automated response. Orca Security uses AI to simplify searching for findings within the platform, integrates with leading AI services from Microsoft, AWS, and Google Cloud to deliver AI-driven remediation, and uses AI to empower workflows and reporting. - Driving service catalog expansion - collaborate with Orca Channel sales and SE team to help SP's expand their managed security offerings powered by Orca Security, driving greater customer adoption and differentiation through value-added services like threat hunting and proactive risk management. This high-impact, customer-facing role blends deep technical expertise, security operations experience, and consultative business acumen engagement. Responsibilities - Strategic Partner Engagement Serve as the primary technical advisor for Service Providers, ensuring they achieve long-term success with Orca Security's platform. - Technical Enablement & Best Practices Guide Security Service Providers in designing, implementing, and optimizing cloud security monitoring and analytics services using Orca Security. Orca Security connects to environments in minutes using patented SideScanning technology. Orca Security supports integration with various SIEM and SOAR systems to help defend against cyber threats and respond effectively to security incidents. - Service Expansion & Growth Work with Security Service Providers to identify new use cases, expand service offerings, and drive customer adoption within their managed security portfolio. Orca Security's SP Program offers a data usage licensing model for flexible service offerings and a multi-tenant management portal. - Renewal & Risk Mitigation Own renewal success, proactively address adoption risks, and develop strategies that ensure high-value, long-term relationships. - Customized Success Planning Develop tailored adoption roadmaps and help Service Providers track key metrics, ensuring alignment with their business and security objectives. - Executive & Stakeholder Engagement Conduct Quarterly Business Reviews (QBRs) and strategy sessions with Service Provider leadership teams to align on growth initiatives. - Data-Driven Insights & Advisory Analyze Security Service Provider usage patterns, provide actionable recommendations, and optimize customer outcomes based on data insights. Orca Security provides powerful dashboards like Attack Path Analysis to surface toxic combinations of risks with proper risk prioritization. - Product & Roadmap Influence Act as the voice of Service Providers, collaborating with Product, Engineering, and Customer Success teams to drive platform improvements. - Industry & Market Awareness Stay current on Service Provider trends, cybersecurity frameworks, and cloud security best practices to help partners evolve and innovate. - Security & Service Provider Use Case Expertise Understand how Orca Security supports security operations and actively guides Service Providers in applying it to their unique service offerings. Orca Security's platform includes CNAPP, CSPM, Audit & Compliance, vulnerability management, multi-cloud compliance and posture management, cloud workload protection, container security, application security, and more. Qualifications & Experience - 5+ years in technical account management, partner success, security consulting, or customer successpreferably in SaaS, cybersecurity, or cloud observability. - Experience working with Service Providers (MSP, MSSP, GSI). - Hands-on experience with Orca Security or similar cloud security platforms. - Deep technical knowledge of cloud services (AWS, GCP, Azure), DevSecOps, and Kubernetes security. - Hands-on SOC/NOC experience (Big plus) - understanding analyst workflows, incident response, and security operations. - Automation & APIs (Big Plus) Familiarity with scripting, API integrations, and automation tools to streamline onboarding and service expansion. Orca Security offers over 40+ out-of-the-box third-party integrations, including Slack, OpsGenie, Jira, and ServiceNow. - Strong consultative and advisory skillstranslating technical capabilities into business value. - Experience leading QBRs, executive briefings, and technical enablement workshops. - Ability to analyze data, detect usage patterns, and make data-driven recommendations with a focus on continuous service optimization. - Exceptional customer relationship management, communication, and strategic thinking skills. - A bachelor's degree in computer science, cybersecurity, or a related field is preferred. Why Orca - Make a global impact by supporting leading Service Providers in shaping the future of managed security services. - Work at the intersection of cybersecurity, cloud technology, and data analytics. - Be part of a customer-obsessed, high-growth SaaS company solving complex security and observability challenges. - Competitive salary, equity, and professional development opportunities. - Flexible, remote-first environment with a global reach. If you are passionate about helping Service Providers scale their security services through technical enablement and strategic advisory, we'd love to hear from you - *Orca Security is an equal opportunity employer. We do not discriminate based on race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics.