Director, GTM Device Security (IoT/OT)

Jobs Paloaltonetworks; North Carolina; Hybrid; USD 158,000 - 255,000; Full time

Job summary

Palo Alto Networks is seeking a Sr. Manager, Product IoT/OT to drive GTM and revenue for our IoT/OT security portfolio. You’ll partner with enterprise sales to close high-value deals and build scalable channel programs with GSIs and VARs.

You will translate complex security capabilities into business outcomes for executives and shape the roadmap with Product and Engineering, traveling up to 30% as needed.

Qualifications

• 10+ years in cybersecurity GTM, strategy, product GTM, Channel, or business development.
• Strong business acumen with margins, forecasting, pipeline metrics, and ROI statements.
• Familiarity with BOM/ELAs, quoting, and operational execution using SFDC. (Salesforce)

Responsibilities

• Lead the go-to-market (GTM) strategy and execution for the IoT/OT security product portfolio.
• Act as the key commercial partner for enterprise sales teams on high-value, strategic deals.
• Develop and enable scalable channel plays and programs with Global System Integrators (GSIs) and VARs.
• Translate complex technical product capabilities into clear business outcomes for C-level executives.
• Serve as the market-facing subject matter expert at industry events and customer briefings.
• Provide critical market and customer feedback to Product Management and Engineering teams to shape the roadmap.
• Travel: Willingness to travel (up to 30%) as needed to support customers, partners, and key initiatives.

Skills

GTM strategy

Channel sales

Executive communication

Business development

Tools

Salesforce

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

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!

Your Career

As the Sr. Manager, Product IoT/OT, you will serve as the commercial and strategic engine for our IoT and Operational Technology (OT) security portfolio. Sitting squarely at the intersection of Product, Sales, and Channel Strategy, you will turn complex technical capabilities into repeatable revenue streams. This is a market-facing leadership position. You won’t just be advising from behind a desk—you will partner directly with enterprise sales teams on high- stakes deals, build scalable channel plays with GSIs and VARs, and act as the technical authority translating industrial security needs into executive business outcomes.

Travel: Willingness to travel (up to 30%) as needed to support customers, partners, and key initiatives.

Key Responsibilities

• Lead the go-to-market (GTM) strategy and execution for the entire IoT/OT security product portfolio.
• Act as the key commercial partner for enterprise sales teams on high-value, strategic deals.
• Develop and enable scalable channel plays and programs with Global System Integrators (GSIs) and VARs.
• Translate complex technical product capabilities into clear business outcomes for C-level executives.
• Serve as the market-facing subject matter expert, representing the company at industry events and customer briefings.
• Provide critical market and customer feedback to the Product Management and Engineering teams to shape the roadmap.

Travel: Willingness to travel (up to 30%) as needed to support customers, partners, and key initiatives.

Qualifications

Your Experience

Required Qualifications

• 10+ years in cybersecurity GTM, strategy, product GTM, Channel, or business development - ideally scaling offerings in Manufacturing, Energy/Utilities, Healthcare, Pharma, or Critical Infrastructure.
• Strong business acumen: can build GTM plans grounded in margins, forecasting, pipeline metrics, and ROI, and present to executive leadership.
• Strong understanding of Bill of Materials (BOM) creation, Enterprise License Agreements (ELAs), Quoting, and operational execution using tools like Salesforce (SFDC).

Preferred Qualifications

• Familiarity with IoT/OT/IoMT environments; SCADA/ICS, IIoT, and architectures like the Purdue Model.Familiarity with qualifying Proof of Concepts (PoCs) with clear entry/exit criteria, success metrics, and a mutual close plan. Drive PoCs with sales engineering and technical teams from kickoff through validation to commercial closure.
• Familiarity in developing partner-led programs with GSIs/VARs and enabling field teams to execute.
• Familiarity using AI tools to improve prospecting and account planning, as well as hands-on experience using BigQuery (or similar) to operationalize GTM metrics and insights.
• Willingness to travel (up to 30%) as needed to support customers, partners, and key initiatives.

Compensation Disclosure

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com-commissioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

$158,000.00 - $255,000.00/yr

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.

Accommodations

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].

Equal Opportunity

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.

Visas

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