Solution Engineer - Central - job 2 of 3

Claroty is the industrial cybersecurity company. Trusted by the world’s largest enterprises, we help our customers reveal, protect, and manage their OT, IoT, and IIoT assets. Our comprehensive platform connects with customers’ existing infrastructure while providing cybersecurity controls for visibility, threat detection, risk and vulnerability management, and secure remote access inside of Industrial Control and Healthcare systems.

Claroty is backed and adopted by the leading industrial automation vendors – Rockwell Automation, Siemens, and Schneider Electric – with an expansive partner ecosystem and award-winning research team. A Team8 company, Claroty is headquartered in New York City, with employees in Europe, Asia-Pacific, Latin America, and Tel Aviv. Our investors include the world’s leading cybersecurity and technology venture capital firms, including Bessemer Venture Partners, Softbank, and Temasek Holdings. Claroty has received $635M in funding, the largest ever in the Industrial Cybersecurity sector.

At Claroty, we are looking to hire individuals that share our core values of being people first, maintaining our customer obsession, and striving for excellence, and integrity above all.

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

We are looking for an experienced Technical Solutions Engineer with a proven track record of driving the pre-sales activities in the region. This role is a critical hire reporting to the Americas Regional VP of Solutions Engineering. 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.

• 3+ years of experience as a technical engineer for a cybersecurity product company or equivalent experience in a similar role
• 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

• 3+ Years of experience with OT environments, work methods, and culture
• 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

Expected base salary of $192,000- $208,000 + commission. 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.

• 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 in relation to 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