Solution Engineer, Claroty

• 3+ years of experience as a technical engineer for a cybersecurity product company or equivalent experience in a similar role
• Ideally 4 Years minimum Cybersecurity experience in one of the following domains:
• Security and Risk Management
• Asset Security
• Security Architecture and Engineering
• Communication and Network Security
• Security Assessment and Testing
• 3+ Years minimum experience with Networking (LAN Switching) technologies: preferably industrial networks: Star, MESH, or ring topologies
• And/or
• 3+ Years of experience with OT environments, work methods, and culture
• Experience executing and managing pre-sales technical activities is highly desired
• Strong communication and presentation skills
• Experience with responding to RFP/RFI responses
• Strong relationship management and project management skills
• Experience working with a partner on multiple projects and programs
• Strong ability to multitask with a proven track record of sales target success
• Demonstrate Claroty values; integrity, customer obsession, people first, and striving for excellence
• 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

Desirable

• We are looking for an experienced Technical Solutions Engineer with a proven track record of driving the pre-sales activities in the region
• This role is a critical hire reporting to the Americas Regional VP of Solutions 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
• 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 prospects and partners to 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, and Solution Designs whenever required about opportunities
• Onboard and enable partners to perform all presales activities to deliver Claroty products and go-to-market messaging
• Work closely with a global team 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, and 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 government