Claroty-Solution Engineer

About The Position

Claroty is the industrial cybersecurity company. Trusted by the world’s largest enterprises, Claroty helps customers reveal, protect, and manage their OT, IoT, and IIoT assets. Its comprehensive platform connects seamlessly with customers’ existing infrastructure while providing cybersecurity controls for visibility, threat detection, risk and vulnerability management, and secure remote access inside of Industrial Control systems—all with a significantly reduced total cost of ownership. 

Claroty is backed and adopted by the leading industrial automation vendors – Rockwell Automation, Siemens, and Schneider Electric – with an expansive partner ecosystem and award-winning research team. A Team8 company, Claroty is headquartered in New York City, with employees in Europe, Asia-Pacific, Latin America, and Tel Aviv. Its investors include the world’s leading cybersecurity and technology venture capital firms, including Bessemer Venture Partners and Temasek Holdings. Claroty has received $240M in funding, the largest ever in the Industrial Cybersecurity sector.

At Claroty, we live by our core values. Being a people-first company means we are looking for people that share the same values of being dedicated to being people-first, maintaining our customer obsession, striving for excellence, and integrity above all. 

We are looking for an experienced technical sales engineer with a proven track record of driving the pre-sales activities in the region. This role is a critical hire reporting to the regional VP of solution engineering. This role will be accountable for all technical pre-sales activities done directly with clients or with selected partners and be a major contributor to the execution of the sales objectives as set by the GM and the global go-to-market leadership team. Additionally, you will be a coach and mentor for Claroty partners enabling them to perform pre-sales functions.

RESPONSIBILITIES

• Execute technical sales strategies and collaborate with sales or partner teams throughout the sales cycle to ensure success and self-sufficiency throughout the opportunity lifecycle
• Elicit business problems from customers and prospects and articulate how these can be solved by Claroty product capabilities, and the value this brings to their ICS Cybersecurity posture
• Drive Demos, PoC, Presentations, Workshops, RFPs, Whiteboard sessions, Test drives, Technical assessments & evaluations, Solution Designs whenever required in relation to opportunities and assist partners in delivering the same as part of their training or enablement process
• Work closely with the Global Head of Pre-sales to enhance and create demos, collateral, processes, and procedures and more, work to find areas for improvement
• Maintain a deep understanding of competitive and complementary technologies and vendors and how to position products in relation to them
• Run, plan, and execute all technical pre-sales activities in the region and work toward the predefined targets and understand each step of the quarterly sales cycles. 
• Be the trusted advisor to Claroty customers and partners, help them develop compelling business cases for Claroty solutions and capabilities
• Provide leadership and support for marketing events, partner events, CxO roundtables and other demand generating activities. Represent the business at industry events and share your thought leadership
• Support the Sales director and Channel Director to develop account plans and strategies for targeted partners, work closely with the partners go to market teams to help set product strategy.
• Work ranging across critical infrastructure clients including water or wastewater, manufacturing, mining, oil and gas, Pharma, Chemical, energy, and defence

Requirements:

• 3 to 5 Years minimum experience as a technical engineer for a cybersecurity product company or equivalent experience in a similar role
• Experience executing and managing pre-sales technical activities highly desired.
• Strong communication and presentation skills
• Experience with responding to RFP/RFI responses
• Strong relationship management and team leadership skills 
• Experience working with a partner on multiple projects and programs
• Strong ability to multitask with a proven track record of sales target success 
• Adaptability, flexibility, positive energy, and integrity
• Willing to travel across the region and spend time with your team and partners
• High ability to communicate, present and influence all levels of the organization
• Proven ability to drive the technical sales process from plan to close
• Strong business acumen and understanding of the procurement cycles of customers 
• Be self-driven, proactive, and highly motivated
• Japanese native speaker, English in good level – MUST

Nice to Have

• Bachelor’s/Master’s Degree (or equivalent) related to technology/engineering
• Experience with industrial/OT environments, work methods, and culture
• Security certifications (e.g. CISSP, CISA, CISM, GICSP, ISA99 Cybersecurity)
• Experience working in a Cybersecurity product company
• Knowledge of IEC 62443, NIST, Mitre frameworks is desirable