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Manager, Solutions Engineering - Americas

Claroty

Claroty

United States
Posted on Thursday, March 21, 2024

Description

Claroty empowers the world's largest enterprises to secure their cyber-physical systems across industrial (OT), healthcare (IoMT), and enterprise (IoT) environments: the Extended Internet of Things (XIoT). The Claroty Platform integrates with customers’ existing infrastructure to provide a full range of controls for visibility, risk and vulnerability management, threat detection, and secure remote access. Our platform is deployed by hundreds of organizations at thousands of sites across all seven continents.

Launched by the famed Team8 foundry in 2015, Claroty is headquartered in New York City, with employees across the Americas, Europe, Asia-Pacific, and Tel Aviv.

Claroty is the most well-funded cyber-physical systems security company, having raised over $635 million through the end of 2023 from leading venture capital firms including SoftBank, Bessemer Venture Partners, Temasek, Team8, Standard Investments, Rockwell Automation, Schneider Electric, and others. In March 2024, the company secured an additional $100 million in strategic growth financing, with participation from Delta-v Capital, AllianceBernstein, Toshiba, and others.

At Claroty, we are looking to hire individuals who embody our core values: People First, Customer Obsession, Strive for Excellence, and Integrity.

We always search for energetic people who will get excited about these values and make a difference.

We are seeking an experienced Presales technical leader to helm a dynamic team of sales engineers in North America. This pivotal role represents a leadership position within Claroty, reporting directly to the RVP Solutions Engineer - Americas. As part of our commitment to diversity and inclusion, we encourage candidates from all backgrounds to apply.

Responsibilities

  • Execute pre-sales strategies at a regional level, fostering collaboration with the sales and partner team. Engage throughout the sales cycle with various stakeholders, including marketing, product, professional services, customer success, and research and development, ensuring success across diverse initiatives.
  • Collaborate closely with the RVP Solutions Engineer - Americas for pre-sales activities in the region, aligning with the GM and global go-to-market leadership team to achieve predefined targets through an understanding of each step in the quarterly sales cycles.
  • Identify business problems from partners, customers, and prospects, articulating how Claroty's product capabilities can address them, emphasizing the value they bring to diverse ICS Cybersecurity postures.
  • Ability to present to C-level executives and architects, facilitating discussions on industrial security solutions, brainstorming, and addressing industry trends.
  • Lead a team of motivated sales engineering professionals, providing coaching and development opportunities. Emphasize diversity and inclusion in recruiting, onboarding, and training new sales engineers.
  • Review, analyze, and report on the technical team's performance, developing improvement plans based on data analysis, promoting an inclusive and high-performing culture.
  • Achieve quarterly sales quotas by effectively forecasting sales, contributing to Salesforce (SFDC) records, and managing sales activities to meet these targets.
  • Serve as a trusted advisor to Claroty customers and partners, assisting in developing compelling business cases for Claroty solutions and capabilities. Conduct client or partner workshops, demos, PoC, presentations, and respond to RFPs when required.
  • Represent the business at industry events, sharing diverse thought leadership, and support the General Manager in developing account plans and strategies for targeted accounts.

Requirements

  • Minimum 5 years of experience as a technical manager/leader in a cybersecurity product company or equivalent role, promoting diversity and inclusion.
  • Efficiently manage and contribute to the refinement of the technical evaluation process, ensuring it aligns with customer needs and sales objectives, facilitating a smooth transition from pre-sales prospects to onboarded clients.
  • Strong communication and presentation skills with a focus on inclusive language.
  • Experience in responding to RFP/RFI responses with an understanding of diverse customer needs.
  • Effective relationship management and team leadership skills, fostering an inclusive and collaborative environment.
  • Experience collaborating with global customers on multiple projects and programs, showcasing adaptability and flexibility.
  • Proven ability to multitask, achieving sales targets, and demonstrating adaptability, flexibility, positive energy, and integrity.
  • Willingness to travel across the region and spend time with a diverse team.
  • Experience in sales planning and forecasting to maximize revenue and profitability.
  • People-oriented with exceptional people management skills, emphasizing diversity and inclusion in team development and motivation.
  • Highly effective communicator, presenter, and influencer across all levels of the organization.
  • Exceptional account management skills, coordinating multiple activities for numerous accounts and driving technical success.
  • Proven ability to drive the sales process from plan to close, emphasizing diversity and inclusion in all aspects.
  • Strong business acumen and understanding of diverse procurement cycles of customers.
  • Self-driven, proactive, and highly motivated.

Nice to Have’s:

  • Bachelor’s/Master’s Degree related to technology/engineering/business or related discipline with a demonstrated commitment to diversity and inclusion.
  • Experience with OT environments, work methods, and culture, fostering inclusivity.
  • Security certifications (e.g., CISSP, CISA, CISM, GICSP, ISA99 Cybersecurity) with an emphasis on diverse representation.
  • Exposure to safety-related control systems, including knowledge of IEC 61508, IEC 61511, and IEC 622 Functional Safety Standards.
  • Knowledge of IEC 62443 and NIST CSF frameworks is desirable, with an inclusive approach to diverse perspectives.

Expected base salary is $200,000 - $240,000. This is a good faith estimate but does not include equity, bonus, or other forms of compensation. Pay will be by experience level, but those outside the salary band are welcome to apply.

Claroty is an equal-opportunity employer committed to fostering a diverse and inclusive work environment for all. We encourage applications from candidates of ALL diverse backgrounds, and special accommodations are available upon request in all selection phases.

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