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 looking for an experienced Sales Engineer with a proven track record of driving the pre-sales activities in the region. This role is a critical hire reporting to the Americas Regional VP of Solutions Engineering. This role will be accountable for all technical pre-sales activities done directly with clients or with selected partners and be a major contributor to the execution of the sales objectives as set by the GM and the global go-to-market leadership team. Additionally, you will be a coach and mentor for Claroty partners enabling them to perform pre-sales functions.
Responsibilities
Execute technical sales strategies and collaborate with sales or partner teams throughout the sales cycle to ensure success and self-sufficiency throughout the opportunity lifecycle
Elicit business problems from prospects and partners to articulate how these can be solved by Claroty product capabilities, and the value this brings to their ICS Cybersecurity posture.
Drive Demos, PoC, Presentations, Workshops, RFPs, Whiteboard sessions, Test drives, Technical assessments & evaluations, and Solution Designs whenever required about opportunities.
Onboard and enable partners to perform all presales activities to deliver Claroty products and go-to-market messaging.
Work closely with a global team to enhance and create demos, collateral, processes, and procedures, and more, work to find areas for improvement
Maintain a deep understanding of competitive and complementary technologies and vendors and how to position products in relation to them
Run, plan, and execute all technical pre-sales activities in the region and work toward the predefined targets and understand each step of the quarterly sales cycles.
Be the trusted advisor to Claroty customers and partners, help them develop compelling business cases for Claroty solutions and capabilities
Provide leadership and support for marketing events, partner events, CxO roundtables, and other demand-generating activities. Represent the business at industry events and share your thought leadership
Support the Sales Director and Channel Director to develop account plans and strategies for targeted partners, and work closely with the partners’ go-to-market teams to help set product strategy.
Work ranging across critical infrastructure clients including water or wastewater, manufacturing, mining, oil and gas, pharma, chemical, energy, and government
Requirements
3+ years of experience as a technical engineer for a cybersecurity product company or equivalent experience in a similar role
Ideally, 4 Years minimum Cybersecurity experience in one of the following domains:
Security and Risk Management
Asset Security
Security Architecture and Engineering
Communication and Network Security
Security Assessment and Testing
3+ Years minimum experience with Networking (LAN Switching) technologies: preferably industrial networks: Star, MESH, or ring topologies.
and/or
3+ Years of experience with OT environments, work methods, and culture
Experience executing and managing pre-sales technical activities is highly desired
Strong communication and presentation skills
Experience with responding to RFP/RFI responses
Strong relationship management and project management skills
Experience working with a partner on multiple projects and programs
Strong ability to multitask with a proven track record of sales target success
Demonstrate Claroty values; integrity, customer obsession, people first, and striving for excellence
Willing to travel across the region and spend time with your team and partners
High ability to communicate, present and influence all levels of the organization
Proven ability to drive the technical sales process from plan to close
Strong business acumen and understanding of the procurement cycles of customers
Be self-driven, proactive, and highly motivated
Nice To Have
Bachelor’s/Master’s Degree (or equivalent) related to technology/engineering
Experience with industrial/OT environments, work methods, and culture
Experience working in a Cybersecurity product company
Knowledge of IEC 62443, NIST, and Mitre frameworks is desirable
Expected base salary of $192,000- $208,000 + commission. 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 of the salary band are welcome to apply.
Claroty is an equal-opportunity employer and is 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 phases of the selection.
Please see our “Candidate Privacy Notice” here .
Seniority level
Mid-Senior level
Employment type
Full-time
Job function
Sales and Business Development
Industries
Computer and Network Security
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