Account Development Representative

About The Position

We’re growing and looking to hire Account Development Representative 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.

Requirements:

• Demonstrate a history of overachievement on sales quotas, including renewals, upsell, and cross-sell opportunities within the existing customer base, and thrive in a high-pressure environment, consistently achieving and surpassing aggressive targets.
• Develop and implement strategic plans within the assigned territory in partnership with the Sales Director to ensure the company meets its revenue objectives by growing existing accounts..
• Work towards assigned contract revenue goals while ensuring the competitiveness of the company’s contracts, referencing the company’s GTM strategy for uplift on renewals.
• Use insight and consultative selling techniques to teach customers about their industry and offer unique perspectives on their business, which link back to Claroty solutions.
• Lead commercial conversations within customer engagements, navigating negotiations to achieve mutually beneficial outcomes.
• Qualify inbound and event leads by understanding customer needs, pain points, and business objectives to assess alignment and potential fit.
• Draft contracts accurately and promptly in accordance with client specifications and company pricing guidelines.
• Accurately forecast business targets and opportunities in the assigned territory.
• Cultivates and strengthens ongoing client relationships, focusing on revenue growth and client satisfaction.
• Drive outcomes through effective collaboration and communication with extended teams, including but not limited to customer success, revenue operations, finance, sales engineering, and product teams.
• Demonstrates and communicates customer value frequently.
• Ensure any account issues are resolved quickly by leveraging resources from across the company as needed.
• Working closely with Customer Success, partner to develop and implement customer retention strategies tailored to individual client needs.
• Collaborate with Marketing and Customer Success to grow the library of customer testimonials.
• Utilizing referrals and existing business relationships to identify new business opportunities within existing customers.
• Maintain a sales-focused approach with a determination to improve effectiveness and achieve outstanding results.
• Collaborate on special projects as assigned, contributing to the overall success of the team.