Sales Engineer - SLED

Description

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

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.

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 Sales Engineer - SLED, Your impact will be:

• 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

What do you need to succeed in this role?

• 3+ years of experience as a technical engineer for a cybersecurity product company or equivalent experience in a similar role
• 2+ Years of experience with OT environments, networks, work methods, and culture
• 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
• 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 

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 $180,000- $200,000 + 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.