Director, GTM Device Security (IoT/OT)

Palo Alto Networks, Inc.; Paris; On-site; EUR 160,000 - 230,000; Full time

Job summary

Palo Alto Networks, Inc. is seeking a GTM Director to drive regional IoT/OT revenue across Europe. You will execute targeted go-to-market strategies, manage a healthy sales pipeline, and collaborate with Sales and Channel teams to close complex enterprise deals.

You will lead strategic growth by launching scalable sales plays and building partner motions with GSIs and VARs, serving as the OT/IoT voice to translate technical capabilities into clear business outcomes for executives.

Qualifications

• Domain experience with IoT/OT/IIoT environments including SCADA/ICS.
• Experience establishing PoC processes with sales engineering teams.
• Familiarity with AI tools for prospecting/account planning and GTM analytics.

Responsibilities

• Drive regional IoT/OT revenue across Europe by executing targeted GTM strategies.
• Build and manage a healthy pipeline and close complex enterprise deals.
• Launch scalable sales plays and develop partner motions with GSIs and VARs.
• Translate technical capabilities into clear C-suite business outcomes for Product and Sales alignment.

Skills

GTM Strategy

Enterprise sales

Forecasting & ROI

Salesforce SFDC

BigQuery

Education

MBA or Technical Master’s

Tools

Salesforce (SFDC)

BigQuery

Job description

Our Mission

At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place.

Who We Are

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!

This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters.

Job Summary

As the GTM Director, you will drive regional IoT/OT revenue by executing targeted strategies, managing a healthy pipeline, and partnering with Sales and Channel teams to close complex enterprise deals in the European Region. You will spearhead strategic growth by launching scalable sales plays and developing robust partner motions with GSIs and VARs. Serving as the primary OT/IoT voice, you will also translate deep technical capabilities into clear C-suite business outcomes, build essential field enablement tools, and channel critical market insights back to Product Management to shape future roadmaps aligned with key industry standards.

Required Qualifications

• 12+ years in cybersecurity GTM, strategy, product GTM, or business development - ideally scaling offerings in Manufacturing, Energy/Utilities, Healthcare, Pharma, or Critical Infrastructure.
• Proven track record in technical pre-sales, pipeline building, and enterprise revenue growth, including new logo acquisition.
• Strong business acumen with demonstrated experience in forecasting, margin planning, ROI modeling, and executive-level reporting.
• Strong understanding of Bill of Materials (BOM) creation, Enterprise License Agreements (ELAs), Quoting, and operational execution using tools like Salesforce (SFDC).

Qualifications

• Domain experience with IoT/OT/IoMT environments, SCADA/ICS, IIoT, and industrial architecture frameworks (e.g., Purdue Model).
• Familiarity with establishing structured PoC processes with sales engineering teams.
• Experience using modern AI tools for prospecting/account planning, and data tools like BigQuery (or similar) to analyze GTM metrics.
• Multilingual capabilities (English required; and French, Spanish, German or other European languages strongly preferred)
• Advanced degree (MBA or Technical Master’s) preferred.
• Willingness to travel (up to 30%) as needed to support customers, partners, and key initiatives.

Our Commitment

We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at [e-mail].

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.