Note: The job is a remote job and is open to candidates in USA. Claroty is a leader in cyber-physical systems protection, seeking a Solutions Engineer to act as a strategic technical advisor throughout the sales lifecycle. The role involves collaborating with various teams to design and deliver tailored cybersecurity solutions for enterprise customers across multiple sectors, including industrial and healthcare.
Responsibilities
- Lead technical discovery to uncover customer pain points in OT/ICS environments. Architect bespoke Claroty solutions that integrate with existing IT/security stacks (SIEM, Firewalls, Asset Management)
- Plan and execute Proof of Concepts (PoCs). You will own the technical win by demonstrating ROI and platform value through live evaluations
- Deliver high-impact demonstrations to audiences ranging from engineers, architects, plant managers, CISOs, and executive stakeholders
- Own and contribute to technical responses for RFPs, RFIs, and security questionnaires, ensuring competitive positioning and technical accuracy
- Act as a feedback loop between the field and Engineering. Stay ahead of trends in industrial automation, Zero Trust, and threat landscapes
- Architect and propose scalable Claroty solutions that integrate seamlessly with existing IT and security infrastructure, including SIEM, firewalls, asset management platforms, virtualization systems, and cloud environments
- Represent Claroty at industry conferences, trade shows, and customer events. Lead webinars and contribute to technical content, strengthening Claroty’s reputation as a leader in OT cybersecurity
- Technical Sales Expertise: Serve as the go-to technical resource for the sales team and prospective customers
- Customer Engagement: Understand customer challenges and pain points related to OT/ICS cybersecurity. Conduct detailed technical discovery to qualify opportunities and tailor solutions
- Product Demonstrations: Deliver compelling, customized product demonstrations and technical presentations to a wide range of audiences, from engineers to C-level executives
- Proof of Concepts (PoCs): Plan, manage, and execute successful Proof of Concepts (PoCs) and technical evaluations. Document and present PoC results, demonstrating the value and ROI of the Claroty platform
- Solution Design: Architect and propose Claroty solutions that meet the technical requirements and business objectives of customers, including integrations with existing IT and security infrastructure (e.g., SIEM, firewalls, and asset management systems)
- RFP/RFI Management: Respond to technical sections of RFPs, RFIs, and other customer questionnaires
- Market Intelligence: Stay current with trends in industrial control systems, cybersecurity threats, and competitor technologies. Provide market and product feedback to the Claroty product and engineering teams
- Thought Leadership: Represent Claroty at industry conferences, trade shows, and other events. Conduct webinars and contribute to technical content creation
Skills
- 5+ years in Sales Engineering, Solutions Architecture, or a similar customer-facing technical role, preferably within cybersecurity, industrial automation, networking, or enterprise SaaS
- Expert-level L2–L4 troubleshooting. Mastery of traffic acquisition (SPAN/RSPAN, TAPs, virtual switching) and virtualization (VMware, Hyper-V)
- Deep knowledge of industrial protocols (Modbus, CIP, DNP3, IEC 61850) and architect-level understanding of the Purdue Model
- Ability to translate 'bits and bytes' into mission-level impact for non-technical stakeholders
- Proven ability to manage multiple PoCs and complex RFP timelines simultaneously
- Relevant certifications: CISSP, GICSP, or CCNA certifications are highly valued
- Willingness to travel 20-30% as needed
Company Overview
Claroty is a cybersecurity company that protects XIoT and cyber-physical systems from cyber threats. It was founded in 2015, and is headquartered in New York, New York, USA, with a workforce of 501-1000 employees. Its website is https://claroty.com.