Remote GTM IoT/OT Security Director

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

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.