State and Local Principal

Description

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

This individual will be an experienced vertically-proficient Technical Marketing professional with a proven track record of establishing cross-functional Marketing strategies for industry sectors or verticals, while acting as an OT and/or cyber SME within the sector(s). This role will be accountable for establishing an effective Marketing strategy to drive successful pipeline in the chosen states and/or select verticals while being the technical marketing expert for the sector. They will work closely with the GM, State & Local Government Sales to do so. This person will work as a partner with, and consultant to, Sales in determining the best ways to drive pipeline through Marketing campaigns and programs, but will also act as a coach and mentor to the Marketing functions (the “Public Sector pod”) to collectively drive and achieve success in pipeline creation and deal closure for the sector.

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 the State and Local Principal, Your impact will be:

• Understand and elicit vertical or sector-specific OT-related problems and opportunities from the Sales team and sometimes from prospects directly - and potentially from selected partners.
•  With knowledge of the OT problems facing the sector, develop the best messages to articulate how Claroty solves the sector’s identified problems and obstacles in securing their OT.
• Articulate the messages – with detailed proof points - in content (white papers, briefs, and other assets) and presentations for how the sector’s challenges can be solved by Claroty product capabilities, and the value this brings to their cybersecurity posture.
• As the sector’s Marketing strategist and expert, help identify and drive the most effective Marketing campaigns and programs, testing to determine the most fruitful marketing channels to reach the sector. Closely collaborate with and guide the Marketing pod, driving regular working meetings and work streams, to do so.
• Maintain “situational awareness” and measurement through analytics of the sector’s Marketing tactics across functions at all times to evolve, course-correct, and otherwise adapt the tactics accordingly to achieve success.
• Maintain a deep understanding of competitive and complementary technologies and vendors specific to this sector, and how to position products in relation to them
• Provide leadership and support for the marketing activities such as webinars, CxO roundtables, and other demand-generating activities. Represent the business at a small number of select industry events, where feasible, and share your thought leadership.

Requirements

What do you need to succeed in this role?

• 3+ years of experience as a technical marketing professional for a cybersecurity product company or equivalent experience in a similar role
• Ideally, 4 years minimum cybersecurity marketing experience and/or 3+ Years of experience with OT security and the OT culture.
• Strong communication and presentation skills
• Experience executing and managing marketing activities to drive results
• Experience supporting vertical or sector-specific Sales teams for a security vendor, understanding the value of good partnership that enables Sales to succeed
• Strong business acumen and understanding of the drivers of buying behavior with prospective customers 
• Self-driven, proactive, and highly motivated
• Metrics-driven analytical thinker who desires to understand the success of their marketing tactics and enjoys trying different approaches if/when needed
• Demonstrates Claroty values; integrity, customer obsession, people first, and striving for excellence

Nice to Have:

• Bachelor’s/Master’s Degree (or equivalent) related to technology/engineering
• Experience with industrial/OT environments 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/or MITRE frameworks is desirable 

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, town hall meetings, and “Coffee with the CEO” sessions. We also conduct round table 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. 

Expected base salary of this role is $170,000.00-$190,000.00. 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.

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 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.

For U.S. only:

While we believe competitive compensation is a critical aspect of your decision to join us, we do hope you also spend time considering why our mission and culture are right for you. We are creating something amazing here, and we hope you are as excited about the future as we are.

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