Director of Business Development - Technical Alliances

We’re growing and looking to hire a Director of Business Development - Technical Alliances 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.

Responsibilities:

As a Director of Business Development, Your impact will be:

• Strategic Partnership Development:
• Identify, evaluate, and prioritize potential partners in the cybersecurity ecosystem.
• Develop business development and alliance strategies aligned with business objectives, market trends, and competitive dynamics.
• Initiate and nurture relationships with key stakeholders at partner organizations.
• Able to lead cybersecurity solutions design discussions with technical teams and business discussion with executive stakeholders.
• Product Collaboration and Integration:
• Work closely with internal product team on roadmap and integration needs.
• Collaborate with partner product and technical teams to explore integration opportunities and develop joint solutions and capitalize on business opportunities
• Contribute insights and perspectives to internal teams to inform product roadmap and strategic decision-making.
• Market Enablement and Go-to-Market Support:
• Drive the development of compelling value propositions, joint marketing collateral, including solution briefs, case studies, demos, and presentations
• Effectively communicate the company's joint cybersecurity solutions internally for sales enablement activities and externally to prospective clients.
• Collaborate with marketing and sales teams to execute co-marketing initiatives and joint sales campaigns.
• Provide technical expertise and support for partner-related activities, including events, webinars, and customer engagements
• Alliance Management:
• Serve as the primary point of contact for strategic partners, fostering strong relationshipsand effective communication channels.
• Facilitate regular meetings, workshops, and joint planning sessions with partners to drivecollaboration and alignment.
• Monitor and track alliance performance metrics, identifying areas for improvement and optimization.
• Cross-Functional Collaboration:
• Collaborate closely with internal teams, including product development, marketing, finance, and training, to ensure alignment of business development initiatives with overall company goals and objectives.
• Seeks input from sales, customer success teams, customers, and partners to incorporate into product, partner, and positioning adjustments.
• Collaborate with executive leadership to define business development goals, metrics, and KPIs, and regularly report on progress towards achieving these objectives.
• Thought Leadership and Industry Engagement:
• Stay abreast of industry trends, emerging technologies, and competitive landscape in the cybersecurity space.
• Represent the company at industry conferences, forums, and partner events, showcasing thought leadership and promoting cybersecurity capabilities and collaboration opportunities.
• Establish and nurture strategic partnerships with key stakeholders including technology vendors, industry associations, and customer partners.
  
  

Requirements:

What do you need to succeed in this role?

• Proven experience in technical alliances, business development, or partnership management within the cybersecurity industry.
• Strong understanding of cybersecurity technologies, including network security, endpoint protection, threat intelligence, etc.
• Excellent communication and interpersonal skills, with the ability to build rapport and influence stakeholders at all levels.
• Strategic thinker with a track record of driving results through effective alliance management and collaboration.
• Self-starter who takes initiative and can work without supervision and begin and complete projects independently.
• Demonstrated ability to thrive in a fast-paced, dynamic environment and navigate complex organizational structures.
• Prior experience working with cross-functional teams and managing projects from conception to execution.
• Bachelor’s or higher degree preferred; Certifications such as CISSP, CISM, are a plus.
  
  

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 700M$ 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.
  
  

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.

Expected compensation for the role is between $180,000- $200,000 + commission. 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.

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.