Federal System Integrator Business Development and Pursuit Manager

Description

We’re growing and looking to hire an Federal System Integrator Business Development and Pursuit Manager, who embodies our core values: People First, Customer Obsession, Strive for Excellence, and Integrity. This role plays a critical part in our organization, taking a lead role in identifying, developing, and securing new business opportunities within the Federal marketplace. The successful candidate will have a keen understanding of system integration and a demonstrated track-record winning new business within the Federal 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 a Federal System Integrator Business Development and Pursuit Manager, Your impact will be:

• Leverage a deep understanding of federal procurement processes and relationships to identify and evaluate new business opportunities.
• Prepare and implement strategic business development plans to achieve or exceed sales targets.
• Interface with key decision-makers within client organizations to generate demand for our software.
• Coordinate with technical teams to develop proposals, bids, contracts, and statements of work.
• Develop and deliver presentations to clients, demonstrating the values of our services.
• Collaborate with internal departments, including marketing, sales, and implementation, to facilitate successful sales pursuits.
• Monitor the competitive landscape and market conditions to anticipate and prepare for potential opportunities and threats.
• Regularly report on sales activities and pipeline status to senior management.

Requirements

What do you need to succeed in this role?

• Bachelor's degree in Business, Engineering, IT, or related field. An advanced degree is a plus.
• Significant experience in business development, sales, or similar roles, preferably with the Federal Systems Integrators like: Booze Allen, Deloitte, Accenture, General Dynamics IT, ManTech.
• Proven track record of developing, bidding, and winning new Federal contracts.
• Solid grasp of the Federal procurement process and regulatory requirements.
• Exceptional negotiation skills, with the ability to build and maintain strong relationships.
• Excellent written and verbal communication skills, with experience presenting to diverse stakeholders.
• Ability to work effectively in a fast-paced, deadline-oriented environment.
• Experience using CRM software and other sales management tools.
• Willingness to travel as needed for client meetings and industry conferences.

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. 
• 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 selection phases.

Expected compensation for the role is between $175,000- $200,000 Base + commission. This is a good faith estimate but does not include equity, bonus, or other forms of payment. Pay will be by experience level, but those outside the salary band are welcome to apply.

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.