Claroty-SLED Sales Director – East

  • 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.

The State, Local & Education Sales Director will work closely with customers to develop, maintain, and expand sales relationships within assigned state, local, and education accounts. This position is responsible for identifying, qualifying and closing sales opportunities with existing and new customers. The SLED Sales Director is also responsible for developing and maintaining relationships with account representatives of strategic partners and manufacturers.

RESPONSIBILITIES

  • Generating qualified meetings with multiple stakeholders and generating scoped pipeline opportunities
  • Execute land-and-expand campaigns, from POC to large deployments
  • Deliver successfully on ARR revenue targets with a focus on exceeding annual quota
  • Meet, Interact and present face-to-face with prospects at various levels and create multi-tier relationships with potential customers.
  • Identify and capture new leads, including customer opportunity cultivation. Summarize opportunities for internal review as well as entry into CRM
  • Analyze and articulate new business opportunities in terms of deal size, key customer players, decision-makers, contract vehicles, and the detailed path to secure the deal
  • Develop, maintain and coordinate with appropriate strategic partners on emerging customer requirements, concerns, and opportunities
  • Identify key conferences and trade shows within the territory to attend as appropriate. Work with the marketing department to develop SLED focused messaging
Requirements:
  • 5+ years of Direct Sales experience, ideally selling to critical infrastructure, transportation, healthcare, or educational organizations
  • 3+ years of related experience within the state, local, and education sector in TOLA, FL, NY, CA, or VA 
  • Experience in selling SaaS Network Security products, working with global teams at a Cybersecurity company
  • Motivated hunter ready for the fast-paced environment of a growing public sector entity.  
  • Broad understanding of the government acquisition process, specifically the government’s IT acquisition process including the following contract vehicles: NASPO, NCPA, OMNI, and GSA.
  • Membership with or experience attending NASCIO annual conferences
  • Knowledge of distribution partners such as Carahsoft, DLT, Immix Group as well as local VAR partners such as Set Solutions, Insight, Kudelski Security, CDW Government, WWT, Sterling Computers
  • Experience working with System Integrators such as Deloitte, Accenture, Booz Allen Hamilton, Optiv 
  • Established contacts within State Agencies, Local Municipalities, County governments, and state-funded universities.

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