Director of Strategic Alliances

Description:

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

Claroty is a global leader in cyber-physical systems (CPS) protection, dedicated to securing the critical infrastructure that keeps the world running. We’re a fast-growing, award-winning team where innovation meets purpose—and we want you to help us define the future of cybersecurity.

About the Role:

We are seeking a strategic and execution-focused Director of Business Development to define and lead Claroty’s global technology alliances strategy. In this role, you will architect and operationalize high-impact partnerships that expand our platform ecosystem, accelerate customer adoption, and strengthen our competitive positioning.

You will work cross-functionally with Product, Engineering, Sales, Field PM, Marketing, and Customer Success to drive durable integrations, scalable partner programs, and measurable revenue impact. This is a highly visible role requiring executive presence, deep cybersecurity expertise, and the ability to translate ecosystem strategy into tangible business outcomes.

As a Director of Strategic Alliances, your responsibilities will be:

• Define and own Claroty’s technology alliance strategy, including partner segmentation, prioritization, investment models, and executive-level partner relationships.
• Identify, structure, and govern strategic partnerships that expand Claroty’s platform reach, accelerate adoption, and strengthen competitive positioning across technical, commercial, and GTM dimensions.
• Drive deep, durable technology integrations in partnership with Product and Engineering, aligning partner roadmaps, APIs, and architectures with Claroty’s long-term platform vision and customer use cases.
• Build and operationalize a scalable alliance program that enables efficient partner onboarding, certified integrations, and effective “sell-with” motions that deliver measurable customer and revenue impact.
• Own alliance-driven business outcomes, including pipeline influence, ARR contribution, attach rates, and expansion, supported by clear KPIs and operating cadence.
• Develop co-built solutions and GTM plays with priority partners, including positioning, sales enablement, and executive-level deal support.
• Shape Claroty’s ecosystem narrative and market intelligence, representing the company in strategic forums while monitoring competitive partnerships, ecosystem shifts, and M&A activity. 
• Establish repeatable operating models and cross-functional alignment across Product, Engineering, Field PM, SEs, and Sales to ensure consistent execution and lifecycle management of alliances.
• Initiate and nurture relationships with key stakeholders at partner organizations.
• Support for partner-related activities,including events, webinars, and customer engagements.

What do you need to succeed in this role?

• Deep knowledge and expertise in cyber security
• Established relationships in the technology/vendor ecosystem
• Outstanding leadership and professional presence
• Highly motivated self-starter, results-orientated and must enjoy a fast-paced environment
• Excellent communications skills (written and verbal)
• Team player and willingness to pitch in when necessary
• Acute political sensitivity and empathy
• Superior analytical and strategic thinking skills
• Keen attention to detail and strong organizational skills
• An exemplary performance record and a clear reputation for ethical conduct 

About Claroty

Claroty has redefined cyber-physical systems (CPS) protection with an unrivaled industry-centric platform built to secure mission-critical infrastructure. The Claroty Platform provides the deepest asset visibility and the broadest, built-for-CPS solution set in the market comprising exposure management, network protection, secure access, and threat detection – whether in the cloud with Claroty xDome or on-premise with Claroty Continuous Threat Detection (CTD). Backed by award-winning threat research and a breadth of technology alliances, The Claroty Platform enables organizations to effectively reduce CPS risk, with the fastest time-to-value and lower total cost of ownership. Our solutions are deployed by over 1,000 organizations at thousands of sites across all seven continents.

A Great Place to Work® certified company, Claroty is headquartered in New York City with employees across the world. The company is widely recognized as the industry leader in CPS protection named a Leader in The Forrester Wave™: IoT Security Solutions, Q3 2025, recognized by KLAS Research as Best in KLAS for Healthcare IoT Security five years in a row, and ranking on the Forbes Cloud 100 and Deloitte Technology Fast 500 for multiple consecutive years.

Claroty is an equal-opportunity employer committed to fostering a diverse and inclusive work environment for all. We encourage applications from candidates of ALL diverse backgrounds, and special accommodations are available upon request in all selection phases.

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