Claroty-Channel Director – North America

About The Position

Claroty is the world’s leading industrial cybersecurity company. Leveraging broad expertise in the Operational Technologies (OT)that run the world’s critical infrastructure, the Claroty Platform provides visibility across a rapidly growing and opaque attack surface. Its Deep Packet Inspection (DPI) technology delivers award-winning vulnerability and threat monitoring, enabling our customers to preserve reliability and trust in the face of mounting operational risk. Founded in 2014 as the second portfolio company, Claroty is headquartered in New York City with offices in Tel Aviv. It is backed by the world’s leading cybersecurity and technology investors, including Bessemer Venture Partners and Temasek Holdings.

We are looking for a highly motivated Channel Director for our most growing channel operation in North America. The ideal candidate will be located in a major US city, with no specific location requirement. Reporting to the VP of global partnerships and channels. As part of your day-to-day you will be tasked to find, onboard, and enable new channel partners, from Value Added resellers, local resellers, distributors, and locally managed service partners. This role will be directly responsible for our success in the indirect business growth, manage the channel relationships, partner programs, pricing, and long-term product/technical initiatives with the partners. 

RESPONSIBILITIES

• Identify and qualify new channel partners for the North American territory, according to territory footprint and sales targets needs.
• Develop, communicate and execute channel sales plans in support of corporate strategy, objectives, and quota targets
• Support partner sales team in following sales methodology and best practices, as well as better predict the needs and hurdles presented by prospective customers and proactively address them
• Support partner sales teams in executing land-and-expand campaigns, from POC to large deployments
• Attend industry conferences and events to present and demonstrate Claroty’s products along with our partners
• Business development activities to gain additional partner organizations involved and develop from prospective partners to successful revenue-generating partners
• Lead our partner program execution, in complex partner organizations/corporations
• Enable and train commercially partner sales teams in order to drive success 
• Deep experience working with enterprise customers
• Enable new business value proposition through joint integrations and joint technical developments with partners

Requirements:

• 10+ years of commercial experience, ideally selling to industrial companies, 5+ years of channel or partner management experience / indirect sales
• Proven track record in managing VARs and Local resellers in North America in the Cyber Security space – a must
• Experience in selling Network Security products or Managed Security – advantage
• Proven track record of leading high impact and effective partner programs
• Deep experience working with global teams and partners
• Ability to build relationships across a wide range of styles and cultures to form networks within and outside the company
• Adaptability, flexibility, positive energy and integrity
• Excellent communication (written and verbal) and presentation skills 
• Willingness to travel