Director of Business Development – Technical Alliances

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 is the most well-funded cyber-physical systems security company, having raised over $735 million through the end of 2023 from leading venture capital firms including SoftBank, Bessemer Venture Partners, Temasek, Team8, Standard Investments, Rockwell Automation, Schneider Electric, and others. In March 2024, the company secured an additional $100 million in strategic growth financing, with participation from Delta-v Capital, AllianceBernstein, Toshiba, and others.

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

We always search for energetic people who will get excited about these values and make a difference.

Requirements:

1. Strategic Partnership Development:

• Identify, evaluate, and prioritize potential partners in the cybersecurity ecosystem.
• Develop business development and alliance strategies aligned with business objectives, market trends, and competitive dynamics.
• Initiate and nurture relationships with key stakeholders at partner organizations.
• Able to lead cybersecurity solutions design discussions with technical teams and business discussion with executive stakeholders.

2. Product Collaboration and Integration:

• Work closely with internal product team on roadmap and integration needs.
• Collaborate with partner product and technical teams to explore integration opportunities and develop joint solutions and capitalize on business opportunities
• Contribute insights and perspectives to internal teams to inform product roadmap and strategic decision-making.

3. Market Enablement and Go-to-Market Support:

• Drive the development of compelling value propositions, joint marketing collateral, including solution briefs, case studies, demos, and presentations
• Effectively communicate the company’s joint cybersecurity solutions internally for sales enablement activities and externally to prospective clients.
• Collaborate with marketing and sales teams to execute co-marketing initiatives and joint sales campaigns.
• Provide technical expertise and support for partner-related activities, including events, webinars, and customer engagements

4. Alliance Management:

• Serve as the primary point of contact for strategic partners, fostering strong relationshipsand effective communication channels.
• Facilitate regular meetings, workshops, and joint planning sessions with partners to drivecollaboration and alignment.
• Monitor and track alliance performance metrics, identifying areas for improvement and optimization.

5. Cross-Functional Collaboration:

• Collaborate closely with internal teams, including product development, marketing, finance, and training, to ensure alignment of business development initiatives with overall company goals and objectives.
• Seeks input from sales, customer success teams, customers, and partners to incorporate into product, partner, and positioning adjustments.
• Collaborate with executive leadership to define business development goals, metrics, and KPIs, and regularly report on progress towards achieving these objectives.

6. Thought Leadership and Industry Engagement:

• Stay abreast of industry trends, emerging technologies, and competitive landscape in the cybersecurity space.
• Represent the company at industry conferences, forums, and partner events, showcasing thought leadership and promoting cybersecurity capabilities and collaboration opportunities.
• Establish and nurture strategic partnerships with key stakeholders including technology vendors, industry associations, and customer partners.