Claroty Technical Sales Professional - IND

This course is intended specifically for technical Sales Engineers (SEs) who are engaged as technical experts during engagements between a potential Claroty customer, and Claroty or a Claroty technical partner. This course provides the knowledge base necessary to enable SEs to operate independently while conducting in-depth technical demonstrations, proof-of-value engagements, product installation and configuration initiatives, and pre-sales project processes.

Upon successfully completing this course, learners:

• Will be familiar with the preparation and information-gathering needed prior to a site visit for sales purposes.

• Will have received an introduction to the arena of industrial control systems (ICS).

• Will understand the differences in the capabilities of the CTD Sensor, CTD Server, EMC and CTD’s internal architecture, and will have been given an overview of the deployment configuration UI page, and a real-time demonstration of the capabilities of the Continuous Threat Detection (CTD) software.

• Will have learned specialized information specific to the market verticals target customers are involved in.

• Will have been given a deep-dive into the capabilities of the Secure Remote Access (SRA) software in context of a demo environment.

• Will discover the methods by which SRA accommodates ICS network segmentation.

• Will be familiarized with the Claroty-sanctioned best practices to be followed when making technical presentations to potential customers, with the goal of effectively closing a sales opportunity.

• Will get a short introduction to the Claroty Edge solution for industrial asset visibility.

• Will be familiarized with the best practices for use cases to be presented to customers, with the ultimate goal of maximizing the chance of closing deals.

• Will get a short introduction to the concept and goals of a Proof-of-value (POV) presentation, and will be familiarized with different POV environments.

• Will become familiar with the traffic-mirroring guidelines that need to be obeyed to correctly harvest data into CTD.

• Will become familiar with the traffic-validation process that ensures the correct tapping points were identified and properly configured.

• Will become familiar with the installation process for CTD on a virtual machine, including configuring the network interfaces, and connecting a peripheral CTD site to the EMC.

• Will learn the criteria that determine whether a CTD installation is considered to be operationally successful.

• Will become familiar with the CTD system tuning process for use in cases where there is excessive system noise.

• Will be able to perform basic CTD troubleshooting.

• Will be able to generate a final report in respect of the POV presentation that was staged for a prospective customer.