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.
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.
We are looking for a highly motivated Channel Sales Director for our focus Industrial customers in ANZ. The ideal candidate should be in Sydney, Brisbane or Melbourne, reporting to the RVP of Channel Sales and Alliances, APJ. As part of your day-to-day, you will be tasked to own the Industrial ARR number within Mid-market and Enterprise and find, onboard, and enable new channel partners, from value added resellers, local resellers, and local managed services partners. Further to this, maintain and grow existing revenue via partnerships in a structured manner. This role will be directly responsible for our success in the indirect business growth of the Claroty product set and brand in ANZ, through our 100% channel mode.

Requirements:

• 15+ years of commercial experience, ideally selling to industrial companies, 8+ years of channel or partner management experience / indirect sales
• Proven track record in managing VARs and Local resellers in ANZ in the Industrial Cyber Security space – a must
• Experience in selling Network Security products or Managed Security – advantage
• Proven track record of leading high-impact and effective partner programs
• Deep experience working with global teams and partners
• Ability to build relationships across a wide range of styles and cultures to form networks within and outside the company
• Strong knowledge and usage of Salesforce
• Adaptability, flexibility, positive energy, and integrity
• Excellent communication (written and verbal) and presentation skills
• Willingness to travel - 50%+

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 phases of the hiring process.
Please see our “Candidate Privacy Notice” here.

Responsibilities:

• Identify and qualify new channel partners for ANZ according to territory footprint and sales targets needs
• Develop, communicate and execute channel sales plans in support of corporate strategy, objectives, and quota targets
• Work closely with the ANZ Channel Solution Engineer, Strategic Sales Director and APAC Head of Distribution
• Support partner sales team in following sales methodology and best practices, as well as, predict the needs and hurdles presented by prospective customers and proactively address them
• Support partner sales teams in executing land-and-expand campaigns, from POC to large deployments
• Attend industry conferences and events to present and demonstrate Claroty’s products along with our partners
• Business development activities to gain additional partner organizations involved and develop from prospective partners to successful revenue-generating partners
• Lead our partner program execution in the country, in complex partner organizations/corporations
• Enable and train commercial partner sales teams in order to drive success
• Deep experience working with Mid-market and Enterprise customers
• Enable new business value proposition through joint integrations and joint technical developments with partners
• Attainment of the Industrial ARR and Renewal targets within the Mid and Enterprise markets

Region:

• Identify and qualify new channel partners for ANZ according to territory footprint and sales targets needs
• Develop, communicate and execute channel sales plans in support of corporate strategy, objectives, and quota targets
• Work closely with the ANZ Channel Solution Engineer, Strategic Sales Director and APAC Head of Distribution
• Support partner sales team in following sales methodology and best practices, as well as, predict the needs and hurdles presented by prospective customers and proactively address them
• Support partner sales teams in executing land-and-expand campaigns, from POC to large deployments
• Attend industry conferences and events to present and demonstrate Claroty’s products along with our partners
• Business development activities to gain additional partner organizations involved and develop from prospective partners to successful revenue-generating partners
• Lead our partner program execution in the country, in complex partner organizations/corporations
• Enable and train commercial partner sales teams in order to drive success
• Deep experience working with Mid-market and Enterprise customers
• Enable new business value proposition through joint integrations and joint technical developments with partners
• Attainment of the Industrial ARR and Renewal targets within the Mid and Enterprise market