Director of Business Development

Description

We’re growing and looking to hire a Director of Business Development – Technology Alliances who embodies our core values: People First, Customer Obsession, Strive for Excellence, and Integrity.

Claroty is a global leader in cyber-physical systems (CPS) protection, dedicated to securing the critical infrastructure that keeps the world running. We’re a fast-growing, award-winning team where innovation meets purpose—and we want you to help us define the future of cybersecurity.

About the Role:

We are seeking a strategic and execution-focused Director of Business Development to define and lead Claroty’s global technology alliances strategy. In this role, you will architect and operationalize high-impact partnerships that expand our platform ecosystem, accelerate customer adoption, and strengthen our competitive positioning.

You will work cross-functionally with Product, Engineering, Sales, Field PM, Marketing, and Customer Success to drive durable integrations, scalable partner programs, and measurable revenue impact. This is a highly visible role requiring executive presence, deep cybersecurity expertise, and the ability to translate ecosystem strategy into tangible business outcomes.

Requirements:

As a Director of Business Development, your responsibilities will be:

• Define and own Claroty’s technology alliance strategy, including partner segmentation, prioritization, investment models, and executive-level partner relationships.
• Identify, structure, and govern strategic partnerships that expand Claroty’s platform reach, accelerate adoption, and strengthen competitive positioning across technical, commercial, and GTM dimensions.
• Drive deep, durable technology integrations in partnership with Product and Engineering, aligning partner roadmaps, APIs, and architectures with Claroty’s long-term platform vision and customer use cases.
• Build and operationalize a scalable alliance program that enables efficient partner onboarding, certified integrations, and effective “sell-with” motions that deliver measurable customer and revenue impact.
• Own alliance-driven business outcomes, including pipeline influence, ARR contribution, attach rates, and expansion, supported by clear KPIs and operating cadence.
• Develop co-built solutions and GTM plays with priority partners, including positioning, sales enablement, and executive-level deal support.
• Shape Claroty’s ecosystem narrative and market intelligence, representing the company in strategic forums while monitoring competitive partnerships, ecosystem shifts, and M&A activity. 
• Establish repeatable operating models and cross-functional alignment across Product, Engineering, Field PM, SEs, and Sales to ensure consistent execution and lifecycle management of alliances.
• Initiate and nurture relationships with key stakeholders at partner organizations.
• Support for partner-related activities,including events, webinars, and customer engagements.