RVP Channel and Alliances - Americas

Description

We’re growing and looking to hire a RVP - Channels and Alliances who embodies our core values: People First, Customer Obsession, Strive for Excellence, and Integrity.

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. 

Responsibilities

The RVP - Channel and Alliances will lead the strategy and execution of the channel sales and partnership programs across the Americas region. This senior leader will be responsible for driving revenue growth through a robust ecosystem of partners, including Value-Added Resellers (VARs), Systems Integrators (SIs), Managed Service Providers (MSPs), and technology alliances. The RVP will work closely with sales leadership, marketing, and other cross-functional teams to create a scalable channel strategy and ensure the success of partner-driven sales.

As an RVP - Channels and Alliances, Your impact will be:

• Develop and execute a strategic channel and partnership plan to achieve revenue targets and expand market share in the Americas region.
• Build and manage relationships with key partners, fostering strong collaboration and ensuring they are aligned with the company's goals and strategies.
• Lead, mentor, and develop a team of channel sales professionals, ensuring high performance and effective execution of channel programs.
• Collaborate with sales, marketing, and product teams to design and implement partner programs, incentives, and enablement tools.
• Drive the recruitment, onboarding, and enablement of new partners, ensuring they are equipped to sell and support the company’s solutions effectively.
• Monitor partner performance, creating metrics and KPIs to measure partner success and optimize performance.
• Work with the global alliances and channels teams to align regional strategies with the overall corporate objectives.
• Stay current on industry trends, competitive landscapes, and emerging technologies to ensure the company remains a leader in the channel ecosystem.
• Represent the company at industry events, conferences, and partner meetings, serving as a key spokesperson for the channel organization in the Americas.

Requirements

What do you need to succeed in this role?

• Bachelor’s degree in Business, Sales, Marketing, or a related field; MBA preferred.
• 10+ years of experience in channel sales, partnerships, or alliances in the technology or cybersecurity sector, with a proven track record of success in a senior leadership role.
• Strong understanding of the channel ecosystem, including VARs, SIs, MSPs, and technology alliances, with experience in driving partner-led revenue growth.
• Demonstrated ability to build and lead high-performing teams in a fast-paced, results-driven environment.
• Excellent interpersonal, communication, and negotiation skills, with the ability to build relationships and influence across all levels of an organization.
• Proven strategic thinker with the ability to execute and deliver results while balancing multiple priorities.
• Experience with channel sales models, partner enablement, and go-to-market strategies.
• Ability to travel as required (up to 50%).

Preferred Qualifications:

• Experience in the cybersecurity or industrial security sectors.
• Knowledge of emerging technologies in the IT and OT security spaces.
• Experience working in a high-growth, dynamic, and fast-paced environment.

Why Claroty? Our Culture and Benefits: 

• 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 spac