Channel Partner Manager (GSI)

About The Position

We’re growing and looking to hire a Channel Partner Manager (GSI) 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.

As an Channel Partner Manager (GSI), Your impact will be:

As a Global Partner Manager at Claroty, you will manage our most important Global System Integrator, Advisory firm, and OEM Partnerships. With a global reach, you will be directly responsible for the company’s success through indirect business growth. This will be driven by creating productized Partner Service Offerings based on Claroty Technology and formulating GTM strategies utilizing Claroty’s Technical Alliance Partnerships.

Requirements:

Partner Value Development

• Establish strong trusted advisor status with Focus Partners, key stakeholders, and influencers.
• Understand our Partners’ competitive landscape and the markets they serve.
• Assist partners in creating innovative, value-differentiated offerings for their portfolio.
• Drive the adoption of Managed Service offerings aligned with partners’ GTM strategies, influencing them to integrate Claroty technology into their existing Managed Customer base.
• Coordinate and manage internal resources to support the creation of partner-led services.
• Position Claroty technology within Partners’ customer experience centers.
• Align with counterparts in our Technical Alliance community to drive joint propositions and close business.
• Provide thought leadership for the Partner XIoT security practice.
• Coordinate training and enablement sessions for Partners to learn the Claroty Platform and the Partner service offerings you’ve created.

Planning and Sales Analysis

• Review each partnership to identify those with the greatest potential for execution and long-term value.
• Collaborate with selected partners to develop strategic plans and track progress towards goals.
• Use strategic plans to justify financial investments that drive key initiatives and outcomes.
• Conduct QBRs and regular business reviews to ensure successful completion of objectives outlined in strategic plans.
• Monthly review and presentation of key deals/pipeline/funnel supporting the forecast to Claroty management.
• Agree on sales and technical enablement plans with focus partners to achieve the highest certification status and competency.
• Maintain detailed reporting and use Salesforce.com for accurate data tracking.

Influence Behavior

• Gain support from key stakeholders and influencers to execute the partner plan.
• Work closely with stakeholders and influencers to ensure Claroty is the preferred solution of choice.
• Utilize support and messaging from stakeholders and influencers to encourage the Partner sales force to execute the agreed business plan.
• Perform high-touch account mapping and engagement between Claroty and partners, regularly reviewing feedback between both teams.

Other Tasks

• Manage Global Partnership agreements and execute local participation agreements where required.
• Coordinate partner and customer escalations.
• Establish lines of communication to share partnership dependencies and opportunities with Claroty stakeholders and sales teams to ensure continued support and collaboration.
• Arrange introduction meetings between partner Salesforce and Claroty Salesforce to build trust for sales execution.