Field CTO

Description

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

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

The Field CTO is primarily field (customer and partner) facing, but acts as senior, cross-functional advisors in a variety of situations. The person who fills this role will participate in a variety of situations, is largely self-managed, and will be expected to have influence in many areas.

As a Field CTO, Your impact will be:

Selling Strategies

• Will originate concepts, content and enablement related to positioning solutions that solve customer requirements in a differentiated way
• Will distill and document customer and reseller pain points, objectives, and constraints to better inform overall strategy and tactical selling

Sales Engineering

• Brought in by sales to help articulate what is/is not possible from a technical perspective
• Respond to technical questions that help the prospect envision the possibilities with the Claroty product(s)
• Identified as the solution architect – the expert in the field to bring credibility and assurance to the prospect that what is being proposed will result in the desired outcome
• Review technical configurations, third party integration, and the customer’s technical environment and ability to manage the proposed new solution

Product Strategy

• Consolidates field observations, competitive intelligence, and customer strategies into inputs into the product management strategy
• Will explore opportunities for integrated technical and solution selling motions across the Claroty portfolio

Crisis Management

• Assists on customer escalations: Work with Customer Success to quickly assess a crisis situation to determine cause and potential solutions. Effectively address customer emotions and help resolve the issues. Feeds lessons learned back to Product Development.

Customer Success Roadmaps

• Identifying and developing services packages and success roadmaps for key customers that help strategic customers optimize their Claroty solution adoption and increase solution footprint.

Training and Enablement

• Input into the design and development, and content creation, of technical training curriculum, and periodic ‘guest’ speakers in live customer education classes
• Mentor and enablement speaker to sales, sales engineering, consultants, product managers, and support engineers on topics associated with candidate’s technical areas of expertise; connecting the customer’s needs with Claroty solutions; how to impress the customer while positioning Claroty solutions.

Requirements

Candidate Profile

• Key Focus in driving customer success and satisfaction in every customer interaction.
• Inquisitive, critical thinker who is always looking for ways to help customers by improving productivity, supporting customer strategies, and optimizing and streamlining operations.
• Expert with considerable knowledge and hands-on experience with networks, industry standards, database architecture and design, troubleshooting, configuration management and technology.
• Accomplished problem solver who readily takes on challenges to find solutions.
• Marshals support from experts and leaders across the organization through earned credibility and proven results.
• Strong and impactful communicator and effective influencer; strong ability to create and articulate a clear vision.
• Strong written communications skills; able to distill complex situations into documents that respect the experience and paradigm of the target audience.
• Collaborator and successful partner with other departments to break down silos and drive enterprise change and value for our customer
• Ability to use data, empathy and good judgment to approach business and people problems.
• Proven self-starter who begins with the end goal in mind; meeting or exceeding customer’s expected outcome and setting the stage for ‘next steps’ and future opportunities.
• Ability to go deep technically or stay more strategic depending on the audience.

What do you need to succeed in this role?

• Specializing in one or more product domains and becoming a Subject Matter Expert (SME) for the organization, as well as in-front of customers in pre- and post-sale situations involving positioning of services, delivery of services and increasing the Claroty solution footprint with customers.
• Being a strong partner with product management, engineers, support and sales enablement organizations to align on most valuable product features, defect fixes, internal and external training needs that are most critical to the success of Claroty based on customers and the marketplace.
• Understand and anticipate customers’ needs and usage of our products for input into product roadmaps and setting future direction.
• Provide the skills, knowledge and experience to formulate solutions that will address customer/project requirements in RFPs, sales cycles and in post-sales project deliveries and ensure the solution fits with existing product.
• Contribute and be aware of Claroty’s product strategy and the policies that support the strategy.
• Provide guidance for product backlog prioritization with development teams ensuring user stories are prioritized appropriately and that development is working on ‘the right stuff’ for customers.
• Provide an excellent customer experience with every touchpoint.

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 $200,000.00- $220,000.00 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.