Manager, Solutions Engineering - Americas

Manager, Solutions Engineering - Americas Claroty is looking for a Manager, Solutions Engineering - Americas in New York, NY. This local job opportunity with ID 3088215303 is live since 2025-02-26 01:53:41. 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. 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. What do you need to succeed in this role? Minimum 5 years of experience as a technical manager/leader in a cybersecurity product company or equivalent role, promoting diversity and inclusion. Efficiently manage and contribute to the refinement of the technical evaluation process, ensuring it aligns with customer needs and sales objectives, facilitating a smooth transition from pre-sales prospects to onboarded clients. Strong communication and presentation skills with a focus on inclusive language. Experience in responding to RFP/RFI responses with an understanding of diverse customer needs. Effective relationship management and team leadership skills, fostering an inclusive and collaborative environment. Experience collaborating with global customers on multiple projects and programs, showcasing adaptability and flexibility. Proven ability to multitask, achieving sales targets, and demonstrating adaptability, flexibility, positive energy, and integrity. Willingness to travel across the region and spend time with a diverse team. Experience in sales planning and forecasting to maximize revenue and profitability. People-oriented with exceptional people management skills, emphasizing diversity and inclusion in team development and motivation. Highly effective communicator, presenter, and influencer across all levels of the organization. Exceptional account management skills, coordinating multiple activities for numerous accounts and driving technical success. Proven ability to drive the sales process from plan to close, emphasizing diversity and inclusion in all aspects. Strong business acumen and understanding of diverse procurement cycles of customers. Self-driven, proactive, and highly motivated. Nice to Have's: Bachelor's/Master's Degree related to technology/engineering/business or related discipline with a demonstrated commitment to diversity and inclusion. Experience with OT environments, work methods, and culture, fostering inclusivity. Security certifications (e.g., CISSP, CISA, CISM, GICSP, ISA99 Cybersecurity) with an emphasis on diverse representation. Exposure to safety-related control systems, including knowledge of IEC 61508, IEC 61511, and IEC 622 Functional Safety Standards. Knowledge of IEC 62443 and NIST CSF frameworks is desirable, with an inclusive approach to diverse perspectives. Why Claroty? Our Culture and Benefits: Claroty is a people first company . 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 $200,000 - $240,000. 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. #J-18808-Ljbffr

Created: 2025-03-12