Claroty-RVP of Federal Sales

  • Claroty
  • United States
  • Full-time
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. 

Launched by the famed Team8 foundry in 2015, Claroty is headquartered in New York City, with 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. 

At Claroty, we are looking to hire individuals who embody our core values: People First, Customer Obsession, Strive for Excellence, and Integrity. 

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, and special accommodations are available upon request in all phases of the hiring process.

We are looking for an exceptional and hardworking Regional Vice President of Federal to join our growing team of the most outstanding and creative minds in industrial cybersecurity.

The Regional Vice President, Federal, will help Claroty build an effective go-to-market strategy in the Federal space, and spearhead our selling efforts through various channels and initiatives. This is a critical role for the company and will own ARR responsibility.

RESPONSIBILITIES

  • Create a new business pipeline by uncovering RTM areas that create a competitive advantage
  • Working alongside your Solutions Engineer, become an evangelist and thought-leader in the OT cybersecurity space
  • Build deep relationships with key channel partners to support demand generation and selling activities
  • Leverage Resellers, System Integrators, and Distributors within the Federal community to build sales pipeline and close new revenue
  • Prepare and respond to RFPs, build quotes, and develop federal sales win plans
  • Work with key internal stakeholders to promote federal sales requirements
  • Collaborate with cross-functional stakeholders throughout the company to identify gaps in our federal sales strategy and prioritize programs, initiatives, etc. to mitigate gaps
Requirements:
  • 10+ years in technology/cybersecurity sales and related positions 
  • Bachelor’s degree or equivalent experience
  • Strong understanding of MEDDPICC, and Value Selling methodologies
  • Strong experience working with and knowledge of Federal agencies
  • Knowledge in a variety of Federal Compliance issues is critical: FedRAMP, FISMA, NIST, etc.
  • Experience working with cross-functional teams including channel, alliances, marketing, product, and support
  • Exceptional written and verbal communication skills
  • Ability to translate concepts, summarize and communicate complex ideas, and articulate business value
  • Highly innovative and analytical with exceptional problem-solving skills

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