Claroty-Global Partner Director

  • Claroty
  • Tel Aviv, Israel
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 Partner Director for one of our most important IT Security global partners. The ideal candidate will be located in reporting to the VP of Global Partnerships and channels. As part of your day-to-day, you will manage our most important IT Security Partner globally, with global reach, be directly responsible on our success in the indirect business growth, manage the channel relationships, partner programs, pricing, and long-term product/technical initiatives with the partner. The role involves both commercial activities as well as technical activities, all need to be strategically thought-through.

Requirements:

Main Duties:

Understand the Business of Partner

  • Create strong trusted advisor status with Partners key stakeholders and influencers.
  • Analysis of their Return on Working Capital and clearly articulate Return on Investment to enable learned discussions on increased profitability and technology adoption
  • Understand Partners competitive landscape, create and execute business value plan to show cost saving and improved profitability and gross margin.
  • Create and train differentiated technical value propositions for Partners vertical geographical and functional units.
  • Develop clear sales value propositions, differentiation and core competencies
  • Define their addressable market and quantify the share of that market and position Claroty solutions to gain market share
  • Evaluation of Sales skills and capabilities, are they focused on retaining, developing or acquiring business (RAD framework)
  • Create innovative value differentiated offerings into their portfolio
  • Continual awareness of percentage of company revenue from portfolio
  • Understand Partners compensation structure and articulate rewards of over achievement for both the team and the individual when positioning company’s product
  • Align with Global channel team for consistent and common GTM with global Partners
  • Drive adoption of Managed and hosted security offerings aligned to their GTM

Planning and Sales Analysis

  • Agree and create strategic plans that address all functional areas of their business; to include SMART* objectives for Sales, Marketing and Services
  • Undertake QBR, regular business reviews and six monthly executive board meetings with Partner to ensure successful completion of objectives as outlined within the strategic plan and approve financial investment to drive key initiatives and outcomes
  • Review sales data to understand trends and propose appropriate strategies to increase revenue and margin attainment; focus should be on product blend (revenue / units), number of deal registrations per month / quarter, percentage of sales with Partner led, service attach rates and average discount to end customer
  • Weekly review and presentation of key deals / pipeline / funnel management that supports the forecast
  • Create Services strategy with Partner
  • Provide architecture design for solution adoption
  • Provide thought leadership for the Partner OT security practice
  • Detailed reporting and maintenance of salesforce.com 

Influence Behavior

  • Encourage and lobby the Partner sales force to execute upon the agreed business plan to achieve forecasted financial targets:
  • Together with the Partner management regularly confirm all members of their team are aware and working towards the agreed objectives of the plan
  • Identification and relationship building with top performing Sales employees, goal being to focus their attention on positioning company’s solutions over any alternative offering
  • Train sales and technical teams to competently up sell / cross sell company’s solutions including possible integration with alliance platforms and business units
  • Accountable for the High Touch Account Mapping & Engagement between Claroty and Partner, review feedback between both teams on a regular basis
  • Ability to demonstrate company’s $ pull through ratio is highly desirable

Communications

  • Provide regular updates on company’s Primary Initiatives, Promotions and Pricing that may help in the execution of the overall plan. These should also be highlighted at every QBR
  • Review adoption rate of Promotions and seek feedback from Partner on success and how they could be improved to increase effectiveness
  • Responsible for Partner being certified and having a clear program via company education to maintain / improve both sales and technical competence
  • Liaise with Channel Marketing to understand Partners Joint Marketing Funds (JMF) and how they will be utilized to deliver agreed business objectives
  • Responsible for Partner having a clear understanding of company’s product and services roadmap and effectively introduce new solutions into their portfolio
  • Partner and company CBM to have detailed understanding of Claroty complete product and services portfolio.
  • Partner and company CBM to have detailed understanding of the offerings provided by company’s competitors and have ability to articulate our competitive advantage:
  • CBM to have accountability for all engagement between company and the Partner; to include Sales, Marketing, Services, Finance, Engineering, and Regional Executive Management
  • Training and positioning of company’s Total Cost of Ownership (TCO) and Return on Investment (ROI) tools should occur on a regular basis

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