Manager, Solutions Engineering – Americas

About The Position

We’re growing and looking to hire Manager, Solutions Engineering who embodies our core values: People First, Customer Obsession, Strive for Excellence, and Integrity. This pivotal role represents a leadership position within Claroty, reporting directly to the RVP Solutions Engineer – Americas.

About Claroty:   

Claroty is on a mission to secure cyber-physical systems across industrial, healthcare, commercial and public sector environments: the Extended Internet of Things (XIoT). The Claroty Platform integrates with customers’ existing infrastructure to provide a full range of controls for visibility, exposure management, network protection, threat detection, and secure access. Our solutions are deployed by over 1,000 organizations at thousands of sites across all seven continents.

Claroty is headquartered in New York City, with employees across the Americas, Europe, Asia-Pacific, and Tel Aviv. The company is widely recognized as the industry leader in cyber-physical systems protection, with backing from the world’s largest investment firms and industrial automation vendors, as well as recognition from KLAS Research as Best in KLAS for Healthcare IoT Security, the Deloitte Technology Fast 500, the Forbes Cloud 100, and the Fortune Cyber 60.

Requirements:

As a Manager, Solutions Engineering, Your impact will be:

• Execute pre-sales strategies at a regional level, fostering collaboration with the sales and partner team. Engage throughout the sales cycle with various stakeholders, including marketing, product, professional services, customer success, and research and development, ensuring success across diverse initiatives.
• Collaborate closely with the RVP Solutions Engineer – Americas for pre-sales activities in the region, aligning with the GM and global go-to-market leadership team to achieve predefined targets through an understanding of each step in the quarterly sales cycles.
• Identify business problems from partners, customers, and prospects, articulating how Claroty’s product capabilities can address them, emphasizing the value they bring to diverse ICS Cybersecurity postures.
• Ability to present to C-level executives and architects, facilitating discussions on industrial security solutions, brainstorming, and addressing industry trends.
• Lead a team of motivated sales engineering professionals, providing coaching and development opportunities. Emphasize diversity and inclusion in recruiting, onboarding, and training new sales engineers.
• Review, analyze, and report on the technical team’s performance, developing improvement plans based on data analysis, promoting an inclusive and high-performing culture.
• Achieve quarterly sales quotas by effectively forecasting sales, contributing to Salesforce (SFDC) records, and managing sales activities to meet these targets.
• Serve as a trusted advisor to Claroty customers and partners, assisting in developing compelling business cases for Claroty solutions and capabilities. Conduct client or partner workshops, demos, PoC, presentations, and respond to RFPs when required.
• Represent the business at industry events, sharing diverse thought leadership, and support the General Manager in developing account plans and strategies for targeted accounts.