Strategic Account Manager

Claroty

. Own and grow a portfolio of strategic enterprise accounts across Germany, driving customer retention, expansion, upsell, and cross-sell opportunities .

Posted 11/9/2026full-timeRemote • GermanyMid-LevelSenior💰 €80,000 - €85,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in managing strategic enterprise accounts within cybersecurity, leveraging structured sales methodologies like MEDDPICC to drive customer retention and expansion. Proven ability to build executive relationships and optimize workflows using AI tools to enhance operational efficiency.

Highest-signal resume keywords

Strategic Account ManagementC-Level Relationship BuildingComplex Sales Cycle ManagementMEDDPICC MethodologyAI Tools Utilization

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Account Growth PlanningUpsellingCross-SellingRenewal ManagementCybersecurity KnowledgeOT SecurityNetworkingEnterprise SoftwareSales ForecastingBusiness Value Demonstration

Soft Skills

Outstanding CommunicationPresentation SkillsNegotiation SkillsRelationship ManagementCustomer Focus

Tools & Technologies

AI SolutionsSales Engineering ToolsCustomer Success PlatformsProfessional Services ToolsMarketing Tools

Industry Keywords

Enterprise AccountsGlobal Systems IntegratorsHigh-Growth StartupScale-Up EnvironmentCybersecurity Strategies

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

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
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
Lead complex commercial discussions and renewal, expansion, and strategic growth initiatives
Partner with Customer Success, Sales Engineering, Professional Services, Marketing, and Product teams
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 manage complex sales cycles
Represent Claroty at executive briefings, customer meetings, and industry events across Germany and Europe
Achieve or exceed expansion, renewal, and revenue growth targets while maintaining customer satisfaction
Integrate modern AI solutions into day-to-day workflows to improve operational output, speed, and efficiency

Requirements

What you’ll need

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%)

Benefits

Comp & perks

Variable compensation components such as equity or bonuses
Details regarding the broader total rewards package will be shared prior to interviews
Special accommodations available upon request in all selection phases