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Channel Partner Manager (GSI)

Claroty

Claroty

United States
Posted on Wednesday, June 12, 2024

Description

We’re growing and looking to hire a Channel Partner Manager (GSI) who embodies our core values: People First, Customer Obsession, Strive for Excellence, and Integrity.

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.

As an Channel Partner Manager (GSI), Your impact will be:

As a Global Partner Manager at Claroty, you will manage our most important Global System Integrator, Advisory firm, and OEM Partnerships. With a global reach, you will be directly responsible for the company’s success through indirect business growth. This will be driven by creating productized Partner Service Offerings based on Claroty Technology and formulating GTM strategies utilizing Claroty’s Technical Alliance Partnerships.

Responsibilities

Partner Value Development

  • Establish strong trusted advisor status with Focus Partners, key stakeholders, and influencers.
  • Understand our Partners' competitive landscape and the markets they serve.
  • Assist partners in creating innovative, value-differentiated offerings for their portfolio.
  • Drive the adoption of Managed Service offerings aligned with partners' GTM strategies, influencing them to integrate Claroty technology into their existing Managed Customer base.
  • Coordinate and manage internal resources to support the creation of partner-led services.
  • Position Claroty technology within Partners' customer experience centers.
  • Align with counterparts in our Technical Alliance community to drive joint propositions and close business.
  • Provide thought leadership for the Partner XIoT security practice.
  • Coordinate training and enablement sessions for Partners to learn the Claroty Platform and the Partner service offerings you’ve created.

Planning and Sales Analysis

  • Review each partnership to identify those with the greatest potential for execution and long-term value.
  • Collaborate with selected partners to develop strategic plans and track progress towards goals.
  • Use strategic plans to justify financial investments that drive key initiatives and outcomes.
  • Conduct QBRs and regular business reviews to ensure successful completion of objectives outlined in strategic plans.
  • Monthly review and presentation of key deals/pipeline/funnel supporting the forecast to Claroty management.
  • Agree on sales and technical enablement plans with focus partners to achieve the highest certification status and competency.
  • Maintain detailed reporting and use Salesforce.com for accurate data tracking.

Influence Behavior

  • Gain support from key stakeholders and influencers to execute the partner plan.
  • Work closely with stakeholders and influencers to ensure Claroty is the preferred solution of choice.
  • Utilize support and messaging from stakeholders and influencers to encourage the Partner sales force to execute the agreed business plan.
  • Perform high-touch account mapping and engagement between Claroty and partners, regularly reviewing feedback between both teams.

Other Tasks

  • Manage Global Partnership agreements and execute local participation agreements where required.
  • Coordinate partner and customer escalations.
  • Establish lines of communication to share partnership dependencies and opportunities with Claroty stakeholders and sales teams to ensure continued support and collaboration.
  • Arrange introduction meetings between partner Salesforce and Claroty Salesforce to build trust for sales execution.

Requirements

What do you need to succeed in this role?

  • Education to degree level in business or a similar discipline.
  • Minimum 5 years of sales experience in a high-tech environment focusing on services.
  • Minimum 3 years in indirect sales with proven experience in channel management with System Integrators and/or one-tier Value Added Partners across multiple countries, including a track record of service creation.
  • Proven sales campaign management abilities, with experience using and implementing structured sales techniques spanning the entire sales cycle: identification and qualification of opportunities, business development, order fulfillment, and ongoing account management.
  • Understanding of Gross Margin and Margin Blend, with the ability to conduct CxO conversations.
  • Demonstrable track record of campaign delivery, using a wide range of skills (listening, questioning, qualifying, gaining commitment, negotiating, summarizing, closing, etc.) to achieve targets.
  • Results-oriented with a proven ability to deliver against stretch targets.
  • Maturity to display natural team leadership as well as team player skills.
  • Articulate verbally and in writing.
  • Excellent presentation skills with the ability to influence at senior levels within a partner organization.
  • Commercially astute, with the ability to promote and sell the company offer on a conceptual basis and through highlighting business benefits as well as product features.

Why Claroty? Our Culture and Benefits:

  • Claroty is a people first company. With strong bonds amongst the team, we believe in prioritizing personal care and support over work, confident that results follow from a harmonious environment. We celebrate professional and personal successes, committed to fostering a diverse and inclusive space.
  • Stability, we demonstrate continued growth over the past few years, raised over 7M$ from top tier investors, we have top tier board members and our products are sold worldwide, over 1000 customers.
  • We understand the importance of maintaining a healthy work-life balance, and encourage people to take the time they need to rest and prioritize their mental and physical health. We also provide a biannual “ClaroBreak”, a company-wide long weekend shutdown so we can all rest, recharge and spend time with our loved ones.
  • We care about your development. At Claroty, we prioritize excellence and uphold high professional and ethical standards. We encourage career growth and exploration within the company, facilitated by biannual performance reviews, feedback sessions, and individual development planning, complemented by professional courses.
  • We believe in transparency and openness. That’s why we regularly hold company all-hands, town hall meetings, and “Coffee with the CEO” sessions. We also conduct round table sessions and employee satisfaction surveys, to keep a pulse on what matters most to our team members and make our culture the best it can be.
  • While we have physical offices in New York, Tel Aviv, London and Singapore, we also embrace a hybrid working culture. This flexibility allows us to tap into a diverse talent pool and enables our team members to work in a way that suits their individual preferences and circumstances.

Expected compensation for the role is between 150K - 220K. This is a good faith estimate but does not include equity, bonus, or other forms of payment. Pay will be by experience level, but those outside the salary band are welcome to apply.

Claroty is an equal-opportunity employer 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 selection phases.

While we believe competitive compensation is a critical aspect of your decision to join us, we do hope you also spend time considering why our mission and culture are right for you. We are creating something amazing here, and we hope you are as excited about the future as we are.

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