Channel Account Manager

We're growing and looking to hire a Partner Development Manager who embodies our core values: People First, Customer Obsession, Strive for Excellence, and Integrity.

In this role you will build and manage Channel activity to ensure revenue goals are met by maximizing partner onboarding, growth, and enablement, and, ultimately, the number of customers using Claroty's Solutions. This role is open to candidates in Colombia OR Mexico.

The role will include, but not be limited to, managing multiple Channel Partners across the defined region and driving growth from partner acquisition while maintaining all contact points from high-level Management to the feet on the street. Managing revenue budgets and forecasts accurately while ensuring the partners' Sales and Pre-Sales teams are well-trained to execute the defined strategies. Setting measurable targets and tracking and amending to ensure success by weekly, monthly, and quarterly business reviews.

About Claroty:   

Claroty has redefined cyber-physical systems (CPS) protection with an unrivaled industry-centric platform built to secure mission-critical infrastructure. The Claroty Platform provides the deepest asset visibility and the broadest, built-for-CPS solution set in the market comprising exposure management, network protection, secure access, and threat detection – whether in the cloud with Claroty xDome or on-premise with Claroty Continuous Threat Detection (CTD). Backed by award-winning threat research and a breadth of technology alliances, The Claroty Platform enables organizations to effectively reduce CPS risk, with the fastest time-to-value and lower total cost of ownership. Our solutions are deployed by over 1,000 organizations at thousands of sites across all seven continents.

A Great Place to Work certified company, 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 CPS protection, with backing from the world's largest investment firms and industrial automation vendors, recognized by KLAS Research as Best in KLAS for Healthcare IoT Security five years in a row, and ranking on the Forbes Cloud 100 and Deloitte Technology Fast 500 multiple consecutive years. Claroty has recently been named a Leader in the inaugural Gartner Magic Quadrant for Cyber-Physical Systems (CPS) Protection Platforms.

As a Partner Account Manager, Your impact will be:

• Help Partners build Pipeline with events, lunch and learns, internal meetings, mapping territories.
• Manage partners opportunities.
• Drive revenue growth for the Channels in the defined Regions.
• Define and implement partner strategies for fast revenue growth.
• Meet the Partners Country Managers/Key Account Managers and joint visits as needed.
• Align with the Claroty Regional Sales Directors to deliver on their plans.
• Strong Relationship with local partners/contacts.
• Provide accurate monthly and quarterly forecasts for the partners.
• Managing and motivating the Partners Sales and Technical team to meet the company objectives.
• For the key partners, defined together with the SD, there must be a Quarterly Partner Account Plan outlining the FOCUS, GTM, and the next steps to grow revenue.
• Experience of working and driving local Distribution with the Partners.

What do you need to succeed in this role?:

• 3+ years in a similar role with demonstrable history of success
• Sales Experience with carrying annual quotas
• Technical skills capable to conduct a product demonstration and partner enablement
• Be prepared to deliver presentations at events together with the partners
• Experience in managing Regions, Partners, GSI's, MSSPs, Tech Alliances and Distribution
• Languages: Spanish Native, English spoken and written, Portuguese is a plus. 
• Willingness to travel: This position requires travel, which may include overnight stays. Expected travel is [+70%], depending on business needs and territory.

Keys to success 

• Focused planning methodology is required from the top down across all Regions.
• Partners onboarded with solid plans to succeed
• Ownership and execution are paramount
• Strategic mentality
• The desire to win
• Strong Team player

Why Claroty? Our Culture and Benefits: 

• As a Great Place to Work certified company, we take pride in the culture we've built together—one rooted in camaraderie, credibility, fairness, and respect. 
• 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.

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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Gartner, Magic Quadrant for CPS Protection Platforms, Katell Thielemann, Wam Voster, Ruggero Contu, 12 February 2025

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