Head of Strategic Partnerships

2 weeks ago

Little Ferry, New Jersey, United States Claroty Full time

Company Overview:

Claroty is at the forefront of securing the world's largest enterprises, focusing on cyber-physical systems across various sectors including industrial (OT), healthcare (IoMT), and enterprise (IoT) environments, collectively known as the Extended Internet of Things (XIoT). Our platform seamlessly integrates with existing infrastructures, offering a comprehensive suite of controls for visibility, risk and vulnerability management, threat detection, and secure remote access. With deployments in numerous organizations across all seven continents, we are a leader in industrial cybersecurity.

About the Role:

The Director of Business Development - Technical Alliances is a crucial position within our organization, tasked with the cultivation and management of strategic partnerships within the cybersecurity landscape. This role requires a blend of technical knowledge and business insight to forge collaborative relationships that enhance our cybersecurity solutions and deliver robust offerings to our clientele. The ideal candidate will significantly contribute to innovation, market growth, and revenue enhancement through effective alliance management and alignment of technological strategies.

Key Responsibilities:

  • Strategic Partnership Development: Identify and assess potential partners within the cybersecurity ecosystem, developing business development and alliance strategies that align with market trends and competitive dynamics.
  • Product Collaboration and Integration: Collaborate with internal product teams to address roadmap and integration requirements, working with partner technical teams to explore integration opportunities and develop joint solutions.
  • Market Enablement and Go-to-Market Support: Create compelling value propositions and joint marketing materials, effectively communicating our joint cybersecurity solutions to both internal teams and prospective clients.
  • Alliance Management: Act as the primary liaison for strategic partners, facilitating regular meetings and tracking alliance performance metrics to identify areas for improvement.
  • Cross-Functional Collaboration: Work closely with various internal teams to ensure alignment of business development initiatives with overall company objectives, incorporating feedback from sales and customer success teams.
  • Thought Leadership and Industry Engagement: Stay informed about industry trends and represent the company at conferences and forums, promoting our cybersecurity capabilities and collaboration opportunities.

Qualifications:

  • Demonstrated experience in technical alliances, business development, or partnership management within the cybersecurity sector.
  • Strong grasp of cybersecurity technologies, including network security and threat intelligence.
  • Exceptional communication and interpersonal skills, with the ability to influence stakeholders at all levels.
  • Strategic mindset with a proven track record of driving results through effective collaboration.
  • Self-motivated individual capable of working independently and managing projects from inception to completion.
  • Preferred educational background includes a Bachelor's degree or higher; relevant certifications such as CISSP or CISM are advantageous.

This role presents an exciting opportunity to influence the future of our cybersecurity offerings and foster impactful partnerships with industry leaders. Claroty is committed to promoting a diverse and inclusive work environment for all candidates.

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