Sales Engineer

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 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
• Security certifications (e.g. CISSP, CISA, CISM, GICSP, ISA99 Cybersecurity)
• 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.

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