Job 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 (IoT). 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, and our customers represent critical national infrastructure across the healthcare, oil & gas, utilities, mining, and manufacturing verticals.

Founded in 2015, Claroty is headquartered in New York City, with more than 400 employees across the Americas, Europe, Asia-Pacific, and Tel Aviv. Claroty has raised $635 million in funding from the world's largest investment firms and industrial automation vendors - including SoftBank, Bessemer Venture Partners, Rockwell Automation, Schneider Electric, and Siemens - making it the most well-funded industrial cybersecurity company.

Claroty is a dynamic, fast-growing company, and we live our values of People First, Customer Obsession, Strive for Excellence, and Integrity. We are always searching for energetic people who will get excited about these values and make a difference. 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.

We are looking for an experienced Channel Pre-Sales Technical Engineer with a proven track record of driving channel enablement activities for partners, including but not limited to, resellers, distributors, systems integrators, and managed services providers. This role is a critical hire reporting to the Global VP of Solution Engineers and is the key interface between Claroty technical resources and partner sales engineers. This role will be accountable for all technical pre-sale enablement activities with selected partners and be a major contributor to the execution of the sales objectives as set by Claroty's Chief Revenue Officer (CRO) and the global go-to-market leadership team. You will be a coach and mentor for Claroty partners enabling them to perform pre-sales functions such as Claroty product demonstrations, workshops, training, architect solutions, writing technical papers, and creating end customer presentations.

Responsibilities:

• Collaborate with the Global VP of Solution Engineers, Global VP of Channel, and/or Regional VP of Channel to create/enhance Claroty solution demos, partner enablement collateral, processes, and procedures to support partners in creating a pipeline of new business opportunities and selling and delivering Claroty's solutions
• Collaborate with the Regional VP Channel and Channel Director to run, plan and execute all partner technical pre-sales activities in the region to achieve defined goals/targets toward partner technical enablement, partner created pipeline and partner closed revenue
• Enable, train, coach and provide mentorship to select partners in the region, enabling partners to be Claroty technical experts in solving customer cyber-physical security problems
• Execution on technical sales strategies with sales and partner sales team, and collaborate throughout the sales cycle to ensure success and self-sufficiency throughout the sales and services lifecycle
• Elicit business problems from partners, customers, and prospects and articulate how these can be solved by Claroty product capabilities, and the value this brings to their cybersecurity posture for their cyber-physical systems
• Present to C-level partner executives about industrial and medical security including brainstorming solutions and discussing industry trends
• Review, analyse and report on partners technical team's performance and build plans for improvement based on the data analyse, including tracking and reporting on progress toward achieving partner technical certification(s) goals
• Provide partner enablement activities such as workshops, demos, PoC, presentations and add value to RFPs - with an eye towards making improvements continuously to the overall technical enablement experience for our partners
• Represent the business at industry events where partners are heavily in attendance and share your thought leadership
• Expect to support partners providing solutions for critical infrastructure clients within a diverse set of industries, including water or wastewater, manufacturing, mining, oil and gas, pharma, chemical, energy, and healthcare

• +4 years of experience as a Channel Sales Engineer (SE) for a cybersecurity product company or equivalent experience in a similar role

• Experience executing and managing pre-sales technical activities 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 strive 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 product partners
• Be self-driven, proactive, and highly motivated

• Bachelor's/Master's Degree (or equivalent) related to technology/engineering
• Experience with healthcare, industrial/OT environments
• Full proficiency in Chinese (Mandarin) is an advantage