Head of Strategic Partnerships

2 weeks ago

Little Ferry, New Jersey, United States Claroty Full time


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.


The Head of Strategic Partnerships is a crucial position within our organization, responsible for developing and managing strategic alliances with key players in the cybersecurity sector.

This individual will utilize their technical knowledge and business insight to forge collaborative relationships aimed at enhancing our cybersecurity solutions and delivering comprehensive offerings to our clients.

The successful candidate will play a vital role in driving innovation, market growth, and revenue enhancement through effective partnership management and alignment of technology strategies.

Key Responsibilities:

Strategic Alliance Development:
Identify, assess, and prioritize potential partners within the cybersecurity ecosystem.
Formulate business development and alliance strategies aligned with organizational objectives, market trends, and competitive dynamics.
Initiate and cultivate relationships with key stakeholders at partner organizations.
Lead discussions on cybersecurity solutions design with technical teams and business conversations with executive stakeholders.

Product Collaboration and Integration:
Work closely with internal product teams on roadmap and integration requirements.

Collaborate with partner product and technical teams to explore integration opportunities and develop joint solutions to capitalize on business prospects.

Provide insights and perspectives to internal teams to inform product roadmap and strategic decision-making.

Market Enablement and Go-to-Market Support:
Drive the creation of compelling value propositions and joint marketing materials, 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 relationships and effective communication channels.
Facilitate regular meetings, workshops, and joint planning sessions with partners to drive collaboration 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.

Seek input from sales, customer success teams, customers, and partners to incorporate into product, partner, and positioning adjustments.

Work 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 informed about industry trends, emerging technologies, and the 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.
Qualifications:
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 independently to initiate and complete projects.
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.

This position offers an exciting opportunity to play a key role in shaping the future of our cybersecurity offerings and driving impactful partnerships with industry leaders.

If you're passionate about cybersecurity innovation and thrive in a collaborative, customer-centric environment, we invite you to apply.

Expected base salary of $160K- $180K. This is a good faith estimate but does not include equity, bonus, commissions, or other forms of compensation. Pay will be by experience level, but those outside of the salary band are welcome to apply.

Claroty is an equal-opportunity employer and is committed to fostering a diverse and inclusive work environment for all. We encourage applications from candidates of all diverse backgrounds.
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