Strategic Account Manager

Description

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

About the Company:

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:

As a Strategic Account Manager, you will be responsible for driving long-term growth and customer success across a portfolio of Claroty’s most strategic enterprise customers in Germany. Acting as a trusted advisor to executive stakeholders, you will develop account strategies that deepen customer relationships, expand adoption of Claroty’s platform, and identify opportunities for sustainable revenue growth while strengthening Claroty’s position as a strategic cybersecurity partner.

Responsibilities

As a Strategic Account Manager, your impact will be:

• Own and grow a portfolio of strategic enterprise accounts across Germany, driving customer retention, expansion, upsell, and cross-sell opportunities.
• Build trusted executive relationships with CISOs, CIOs, OT leaders, and other senior stakeholders, becoming a strategic advisor to your customers.
• Develop and execute comprehensive account growth plans aligned with customers’ business objectives and cybersecurity strategies.
• Identify whitespace opportunities across business units, geographies, and product lines to maximize customer value and long-term revenue growth.
• Lead complex commercial discussions and renewal, expansion, and strategic growth initiatives across your account portfolio.
• Partner closely with Customer Success, Sales Engineering, Professional Services, Marketing, and Product teams to deliver outstanding customer experiences and business outcomes.
• Collaborate with channel partners and Global Systems Integrators (GSIs) to accelerate customer adoption and expansion.
• Demonstrate the business value and ROI of Claroty’s platform through executive-level conversations and value-based selling.
• Apply structured sales methodologies, including MEDDPICC, to qualify expansion opportunities, maintain forecast accuracy, and effectively manage complex sales cycles.
• Represent Claroty at executive briefings, customer meetings, and industry events across Germany and Europe.
• Consistently achieve or exceed expansion, renewal, and revenue growth targets while maintaining high levels of customer satisfaction.
• Integrate modern AI solutions into day-to-day workflows to improve operational output, speed, and efficiency.

Requirements

What you need to succeed in this role:

• 5+ years of experience managing strategic enterprise accounts within cybersecurity, OT security, networking, or enterprise software for a vendor or Global Systems Integrator (GSI).
• Proven track record of growing existing enterprise customers through upselling, cross-selling, renewals, and strategic account development.
• Experience building relationships with C-level executives and influencing complex buying decisions within large enterprise organizations.
• Experience managing complex enterprise sales cycles and multi-stakeholder customer engagements.
• Familiarity with structured sales methodologies such as MEDDPICC.
• Experience working in a high-growth startup or scale-up environment with a proactive, ownership-driven mindset.
• Outstanding communication, presentation, negotiation, and relationship management skills.
• Highly collaborative, customer-focused, and results-oriented with exceptional business acumen.
• Proven experience using AI tools regularly to optimize workflows and drive team output.
• Willingness to travel across Germany and Europe as required (up to 50%).

About Claroty

Claroty empowers organizations to protect the mission-critical infrastructure that underpins modern life. The AI-powered Claroty Platform serves as the single source of operational truth, providing the deepest visibility and broadest protection across cyber-physical systems (CPS), leveraging five core solutions: asset inventory, exposure management, network protection, secure access, and threat detection. Claroty helps organizations operationalize CPS protection through a programmatic approach designed to reduce risk, maintain operational integrity, and meet compliance–whether in the cloud with Claroty xDome or on-premise with Claroty Continuous Threat Detection (CTD). Claroty is deployed by hundreds of organizations at thousands of sites globally. The company is headquartered in New York City and has a presence in Europe, Asia-Pacific, and Latin America. To learn more, visit claroty.com.

Claroty is widely recognized as the industry leader in CPS protection, backed by the world’s largest investment firms and industrial automation vendors. The company has been named a Leader in 2026 Gartner® Magic Quadrant™ for CPS Protection Platforms two years in a row, a Customers’ Choice in the 2026 Gartner® Peer Insights™ Voice of the Customer for CPS Protection Platforms, and a Leader and a Customer Favorite in The Forrester Wave™: Operational Technology Security Solutions, Q3 2026. Claroty has also been named to the Forbes Cloud 100 and Deloitte Technology Fast 500 multiple consecutive years.

The expected base salary range for this role is between 80-85K Euro, determined by objective criteria including skills, qualifications, and experience level. This range represents base salary only and does not include variable compensation components such as equity or bonuses. Details regarding the broader total rewards package will be shared prior to interviews.

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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