Senior Manager of Cloud Alliances - Americas

Description

We’re growing and looking to hire Senior Manager of Cloud Alliances - Americas who embodies our core values: People First, Customer Obsession, Strive for Excellence, and Integrity. We're on the hunt for a creative and forward-thinking Senior Manager of Cloud Alliances who will help drive our collaboration with AWS and other CSPs. In this essential role at Claroty, your primary responsibility will be to establish and scale our cloud Co-Sell motion in the Americas.

This is a new and exciting role in one of the key growth drivers within the GTM organization, reporting to the Global Head of Cloud Alliances.

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 Senior Manager of Cloud Alliances - Americas, Your impact will be:

• Become the go-to field level contact for the AWS alliance in the Americas, guaranteeing regular communication and shared understanding of objectives. Liaise effectively with our dedicated Sales, Marketing, Customer Success, and Product teams to ensure enablement and alignment with our AWS GTM strategy.
• Design and own the day-to-day implementation of a comprehensive cloud Co-Sell strategy that leverages both bottom-up and top-down motions to drive co-sell revenue, Marketplace transactions, and AWS-originated pipeline.
• Own the AWS Marketplace process (MPPO, CPPO, and DSOR), and develop it over time from today’s manual action to one which scales with our growing business.
• Create and deliver co-sell materials and training sessions to equip our sales team with knowledge about best practices for working with AWS, and to enable AWS field teams on our solutions.
• Collaborate closely with our partner and field marketing teams to shape and execute our cloud Co-Market strategy.
• Participate in and contribute to regular business reviews with AWS and internal contributors to monitor the ongoing effectiveness of the alliance.

Requirements

What do you need to succeed in this role?

• 6 - 9 years of experience in sales, business development, or strategic alliances, ideally in the tech industry.
• 2+ years of experience managing an AWS partnership at a high-growth SaaS company.
• Comprehensive understanding of the AWS ecosystem, backed by a proven success story of driving the co-sell flywheel.
• Working knowledge of cloud technologies, cybersecurity, and industrial networks.
• Strong proficiency with SalesForce, ACE, and cloud marketplace integration technologies like Tackle, Workspan, Sugar, etc.
• Exceptional interpersonal, negotiation, and project management prowess.
• Capable of thriving in a fast-paced, team-focused, and collaborative environment.
• Strong communication skills, both written and verbal.
• Bachelor’s degree in Business, Marketing, or a related discipline.
• Fortitude to grind through manual account mapping exercises when necessary; resourcefulness to develop processes that save time and effort when possible.

Desired Qualifications:

• Pre-existing relationships within AWS and other primary cloud service providers.
• Experience working with industrial cybersecurity solutions.

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 $160,000-$170,000 + 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.