Head of Distribution and Strategic Alliance, Apj

5 days ago

Singapore 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.

**Requirements**:

- 15+ years experience working in Enterprise Security Software with the last 5+ years in SaaS and a 2-tier Distribution Model
- Demonstrate strong written and oral communication skills.
- Strong understanding of security fundamentals and technologies
- Knowledge of **ANZ, ASEAN, INDIA**, Greater China, Korea and Japan Partner Modelling (Country emphasis highlighted for FY24)
- Knowledge of Tech Alliance Partner Eco-System (Fortinet, Crowdstrike, ServiceNow, AWS, Cybereason, Cisco)
- Knowledge of cloud infrastructure platforms like AWS/Azure/GCP

**Personality Traits (vis a vis Claroty Corp Values)**:

- People First
- Customer/Partner Obsession
- Strive for Excellence
- Integrity

**Responsibilities**:

- Manage Distribution Enablement and Tech Alliance Partners across APJ
- Provide solution guidance to Distributors for enablement and solutions (Some Technical knowledge)
- Analyze, manage and improve Distributor delivery (Sales, Pre-Sales, Post Sales and Training) capability
- Assist (with Claroty Channel SEs) in Solution architecture design and technical presentations to Claroty Distributors.
- Work with Distribution to design ideal GTM and packaged pricing for Claroty Solutions (Creativity)
- Perform day to day management and administration activities for Distributors and performance against Quarterly scorecards (SalesForce reporting)
- Claroty Partner Evangelist
- Regularly provide solution feedback from the field to Claroty product management, solutions strategy, and marketing teams.
- Collaborate deeply and efficiently with all stakeholders from Claroty Sales, Channels, Marketing, Global Tech Alliance, Legal and Finance
- Ramp and coach Distributors on solution demonstration and presentations, technical overviews, and execution.

Region:
APAC

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