Sales Director

This is a fully remote position, open to applicants in Australia.

📋 Description

• Lead and enhance Claroty’s footprint in the ANZ Public Sector and Federal Government.

• Propel new business initiatives and grow existing accounts within critical infrastructure and industrial domains, particularly in Healthcare and Defence.

• Manage the complete sales process and influence Claroty’s long-term growth strategy alongside global and regional leadership.

• Act as a representative of Claroty’s ANZ cybersecurity ecosystem, collaborating with channel partners, MSSPs, and system integrators.

• Direct and oversee commercial activities throughout the regional market.

• Lead intricate enterprise sales cycles and surpass ARR targets.

• Establish relationships with CISOs, CIOs, and leaders in OT/Engineering.

• Facilitate land-and-expand strategies in critical infrastructure and industrial sectors.

• Create a qualified sales pipeline through proactive outreach and strategic account development.

• Formulate multi-year account strategies and grow existing business within key verticals.

• Present business value that aligns with compliance, resilience, and risk reduction objectives.

• Collaborate on sales efforts with regional partners, system integrators, MSSPs, and engineering firms.

• Assist in partner enablement, joint account planning, and strategic pipeline growth.

• Enhance Claroty’s ecosystem presence in the regional cybersecurity and industrial landscape.

• Represent Claroty at industry and cybersecurity events throughout the region.

• Work in conjunction with Sales Engineering, Customer Success, Product, Marketing, and leadership teams.

• Provide insights into the market and competitive intelligence for both regional and global strategies.

• Utilize AI technologies to boost sales effectiveness, automate routine tasks, optimize account planning, and maximize customer-facing interactions.

⛳️ Requirements

• Over 5 years of experience in cybersecurity or technology sales.

• Proven experience in the Public sector and Government sales.

• Background in selling Cybersecurity, OT security, Network Security, Zero Trust, IoT/IIoT, medical environments, and IoMT.

• Documented history of exceeding quotas (approximately $1.5m ARR).

• Familiarity with sales into the Public sector, Federal Government, Healthcare (Hospitals), and Lifesciences.

• Comprehensive understanding of the regional cybersecurity ecosystem, including partners, MSSPs, and government procurement procedures.

• Established connections with enterprise clients and channel partners across ANZ.

• Strong consultative selling, advanced negotiation, and stakeholder management capabilities.

• Knowledge of Public Sector/Government contracts and procurement processes.

• Ability to convey complex technical value propositions to executive audiences as well as OT/IT/IoMT practitioners.

• Comfortable discussing CPS Asset Visibility, Network Segmentation, and Threat Detection functionalities.

• Proficiency in using AI-powered tools for productivity, workflow optimization, research, customer insights, and data-driven decision-making.

• Highly autonomous and proactive in dynamic, high-growth environments.

• Possess an executive presence and the ability to influence senior stakeholders.

• Competitive, resilient, and results-oriented mindset.

• Ability to work collaboratively across global, cross-functional teams.

• Data-driven approach to territory planning, forecasting, and performance management.

• Experience in cybersecurity scale-ups or emerging technology firms (preferred).

• Familiarity with Challenger or Force Management sales methodologies (preferred).

• Experience with Clari or similar forecasting tools (preferred).

🏝️ Benefits

• Full-time employment opportunity.

• An equal-opportunity employer dedicated to fostering a diverse and inclusive workplace.

• Special accommodations available upon request during all selection phases.