Federal Sales Director

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. 

The Federal Sales Director will work closely with customers to develop, maintain, and expand sales relationships within the assigned federal accounts. This position is responsible for identifying, qualifying, and closing sales opportunities with existing and new customers. The Federal Sales Director is also responsible for developing and maintaining relationships with account representatives of strategic partners and manufacturers.

Requirements:

• 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 FED-focused messaging