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Claroty is seeking a Senior Federal Account Executive to drive revenue growth across the Defense Industrial Base (DIB) and Federal Civilian (FedCiv) agencies. You will serve as a trusted cybersecurity advisor, positioning Claroty's Cyber-Physical Systems (CPS) and Extended IoT (XIoT) protection platforms—including Continuous Threat Detection (CTD) and Claroty xDome—to secure mission-critical operational technology (OT), industrial control systems (ICS), and public sector infrastructure.
Key Responsibilities:
- Apply MEDDIC sales methodology to qualify, manage, and close complex sales cycles protecting mission-critical operational and physical environments across DIB prime contractors, Tier-1 suppliers, and FedCiv agencies
- Position Claroty's Cyber-Physical Systems protection portfolio to safeguard OT, SCADA, ICS, BMS, and XIoT networks in industrial manufacturing, defense supply chains, and civilian infrastructure
- Drive joint capture strategies and embed Claroty platforms into large-scale defense and civilian modernization programs alongside Federal Systems Integrators (GDIT, Booz Allen Hamilton, Deloitte)
- Partner with Carahsoft (primary Federal distributor) and key VAR partners (GuidePoint Security, Colossal Contracting, ThunderCat Technology, BlueAlly, Trace3) to accelerate deal flow and procurement velocity
- Build and leverage trusted executive relationships with CISOs, CIOs, and Infrastructure leaders across key accounts to secure high-value land-and-expand opportunities
- Align Claroty solutions with critical government and defense mandates including CMMC, NIST SP 800-171/172, DFARS, and Executive Order 14028
- Direct Technical Sales Engineering to define Decision Criteria and execute metrics-driven POCs in air-gapped or complex OT/IoT environments
The role is based in the Washington, D.C. Metropolitan Area or Northern Virginia, with a focus on mission-critical infrastructure protection and high-growth public sector expansion.
Requirements: Not explicitly stated in the provided posting text.
