Channel Director

Description

We’re growing and looking to hire a Channel Director who embodies our core values: People First, Customer Obsession, Strive for Excellence, and Integrity.

We are looking for a highly motivated Channel Director for our Distribution, Strategic Resellers and Co-Sell Alliance Partners in Japan. The ideal candidate should be based Tokyo, reporting to the Regional VP of Channel Sales and Alliances, APJ.

As part of your day-to-day, you will be tasked to own and manage the entire Channel Partner eco-system in Japan across industrial, healthcare, and commercial sectors. Further to this, you will work with the Japan Sales Director and Solution Engineers to maintain and grow existing revenue via partnerships in a structured manner. This role will be directly responsible for our success in the indirect business growth of the Claroty product set and brand in Japan, through our 100% channel model.

 About Claroty:  

Claroty is on a mission to secure cyber-physical systems across industrial, healthcare, commercial and public sector environments: the Extended Internet of Things (XIoT). The Claroty Platform integrates with customers’ existing infrastructure to provide a full range of controls for visibility, exposure management, network protection, threat detection, and secure access. Our solutions are deployed by over 1,000 organizations at thousands of sites across all seven continents.

Claroty is headquartered in New York City, with employees across the Americas, Europe, Asia-Pacific, and Tel Aviv. The company is widely recognized as the industry leader in cyber-physical systems protection, with backing from the world’s largest investment firms and industrial automation vendors, as well as recognition from KLAS Research as Best in KLAS for Healthcare IoT Security, the Deloitte Technology Fast 500, the Forbes Cloud 100, and the Fortune Cyber 60. 

Responsibilities

As a Channel Director, your impact will be:

• Enablement of channel partners for Japan according to territory footprint and sales targets needs
• Develop, communicate and execute channel sales plans in support of corporate strategy, objectives, and quota targets
• Work closely with the Japan Country Manager, Sales Directors and Solution Engineers
• Support partner sales team in following sales methodology and best practices, as well as, predict the needs and hurdles presented by prospective customers and proactively address them
• Support partner sales teams in executing land-and-expand campaigns, from POC to large deployments
• Attend industry conferences and events to present and demonstrate Claroty’s products along with our partners
• Business development activities to gain additional partner organizations involved and develop from prospective partners to successful revenue-generating partners
• Lead our partner program execution in the country, in complex partner organizations/corporations
• Enable and train commercial partner sales teams in order to drive success
• Deep experience working with Large Systems Integrators, MSSPs and Advisory Firms
• Enable new business value proposition through joint integrations and joint technical developments with partners
• Proactively work with partners to build and execute joint business and territory account mapping plans.
• Educate Claroty sales teams on partners unique value propositions and coach them on how to work with partners to increase their productivity
• Create a thoughtful partner GTM strategy for all sales directors within region.
• Align key strategic partners to top prospects and accounts to drive large deals. 

Requirements

What do you need to succeed in this role?

• 15+ years of commercial experience, ideally selling to the Enterprise Market, 10+ years of channel or partner management experience / indirect sales – a must
• Proven track record in managing Distributors, VARs, and Local resellers in Japan in the Cyber Security space – a must
• Experience in selling Network Security products or Managed Security – advantage
• Proven track record of leading high-impact and effective partner programs
• Deep experience working with global teams and partners
• Ability to build relationships across a wide range of styles and cultures to form networks within and outside the company
• Ability to enthusiastically evangelize the Claroty message to strategic partners and their customers 
• Desire to own all parts of a partner lifecycle, starting with profiling/recruitment 
• Strong knowledge and usage of Salesforce, Clari and MS Office
• Adaptability, flexibility, positive energy, and integrity
• Excellent communication (written and verbal) and presentation skills (Japanese and English) 
• Willingness to travel - 50%+ (Domestic and International).

Why Claroty? Our Culture and Benefits: 

• Claroty is a people first company. With strong bonds amongst the team, we believe in prioritizing personal care and support over work, confident that results follow from a harmonious environment. We celebrate professional and personal successes, committed to fostering a diverse and inclusive space. 
• Stability, we demonstrate continued growth over the past few years, raised over 700M$ from top tier investors, we have top tier board members and our products are sold worldwide, over 1000 customers. 
• We understand the importance of maintaining a healthy work-life balance, and encourage people to take the time they need to rest and prioritize their mental and physical health. We also provide a biannual “ClaroBreak”, a company-wide long weekend shutdown so we can all rest, recharge and spend time with our loved ones.
• We care about your development. At Claroty, we prioritize excellence and uphold high professional and ethical standards. We encourage career growth and exploration within the company, facilitated by biannual performance reviews, feedback sessions, and individual development planning, complemented by professional courses.
• We believe in transparency and openness. That’s why we regularly hold company all-hands meetings, town hall meetings, and “Coffee with the CEO” sessions. We also conduct roundtable sessions and employee satisfaction surveys to keep a pulse on what matters most to our team members and make our culture the best it can be. 
• While we have physical offices in New York, Tel Aviv, London and Singapore, we also embrace a hybrid working culture. This flexibility allows us to tap into a diverse talent pool and enables our team members to work in a way that suits their individual preferences and circumstances.  

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 phases of the hiring process.