Claroty-Global Account Consulting Engineer

About The Position

Claroty empowers the world’s largest enterprises to secure their cyber-physical systems across industrial (OT), healthcare (IoMT), and enterprise (IoT) environments: the Extended Internet of Things (XIoT). The Claroty Platform integrates with customers’ existing infrastructure to provide a full range of controls for visibility, risk and vulnerability management, threat detection, and secure remote access. Our platform is deployed by hundreds of organizations at thousands of sites across all seven continents, and our customers represent critical national infrastructure across the healthcare, oil & gas, utilities, mining, and manufacturing verticals.

Founded in 2015, Claroty is headquartered in New York City, with more than 400 employees across the Americas, Europe, Asia-Pacific, and Tel Aviv. Claroty has raised $635 million in funding from the world’s largest investment firms and industrial automation vendors – including SoftBank, Bessemer Venture Partners, Rockwell Automation, Schneider Electric, and Siemens – making it the most well-funded industrial cybersecurity company.

 Claroty is a dynamic, fast-growing company, and we live our values of People First, Customer Obsession, Strive for Excellence, and Integrity. We are always searching for energetic people who will get excited about these values and make a difference. 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.

We are looking for a skilled and independent Global Account Consulting Engineer. In this position you will work closely with a high-performance sales group, Global Account Director and customer success teams to help customers secure their critical infrastructure. You are the technical portion of a team that is responsible for the organic growth of a portfolio of leading global accounts.

Our Global Account Consulting Engineers are critical to driving adoption, cross sells, and upsells with assigned strategic accounts. They are responsible to ensure advanced adoption and assist customers in fully utilizing Claroty products. This role will have a close working relationship with assigned accounts that will understand the customer’s utilization of our products and drive better adoption.  

RESPONSIBILITIES

• Develop a deep understanding of assigned customers’ commercial and technical requirements.
• Develop and execute sales business plans and strategies to maximize revenue growth, increase market share, and position the company as a strategic supplier to assigned customers.
• Be a trusted advisor for assigned customers.
• Drive product demos, PoC, presentations, workshops, whiteboard sessions, test drives, technical assessments & evaluations with partners and customers
• Work in collaboration with the Global Account team and being able to articulate the value proposition for upselling opportunities
• Leverage your technical skills to build innovative art of the possible demos and establish a trusted relationship to the technical stakeholders on customer side
• Use your business knowledge and industry experience to identify cybersecurity or operational challenges and trends and develop tailored Claroty value propositions
• Work on opportunities to drive cross-sell and up-sell opportunities within existing global account base
• Ensure the highest level of adoption by the customer to enable upsell opportunities
• Empower customers to achieve their goals and help them create KPIs with Claroty products
• Understand and formalize customer requests, needs, requirements and escalations
• Proactively and consistently engage customers to positively impact customer loyalty
• Maintain an accurate view of the health of the assigned customer segment.

Requirements:

• Must have a minimum 3 years of experience in one of the following: Customer Success Management, Sales Engineering or Technical Account Management in a security software company 
• Proficient in English (Verbal and Written) – A must
• Able to articulate the OT security challenge
• Understand different networking technologies 
• Ability to understand complex networking environments
• Ability to connect and build long-lasting relationships with customers as well as other groups in the organization
• Creative problem solver
• Ability to take and lead initiative
• Superb verbal and written communication skills
• Exceptional multi-tasking abilities and organization skills
• Capable of working independently and as part of a team
• Ability to adapt to changes and work in a fast-paced environment
• Detail-oriented – able to capture proper information correctly and accurately
• Strong customer-facing and excellent presentation skills
• Proficiency with Salesforce.com – Advantage
• Ability to adopt and effectively use other platforms and solutions, as needed
• Experience working in a Cybersecurity product company
• Knowledge of IEC 62443, NIST, Mitre frameworks