Senior GTM Leader, IoT/OT Security

Palo Alto Networks; North Carolina; Hybrid; USD 210,000 - 289,000; 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 will partner with enterprise sales teams on high-value deals and build scalable channel programs with GSIs and VARs.

You will translate complex security capabilities into business outcomes for C-level executives while guiding market strategy and product roadmaps. Travel up to 30% is expected.

Qualifications

• 10+ years in cybersecurity GTM, strategy, product GTM, Channel, or business development.
• Ability to translate complex technical capabilities into revenue and business outcomes.
• Familiarity with IoT/OT environments; SCADA/ICS, IIoT, Purdue Model.
• Experience qualifying PoCs with clear entry/exit criteria and success metrics.
• Willingness to travel up to 30% to support customers and partners.

Responsibilities

• Lead the GTM strategy and execution for the IoT/OT security portfolio.
• Act as the commercial partner for enterprise sales on high-value deals.
• Develop and enable scalable channel programs with GSIs and VARs.
• Translate product capabilities into executive-level business outcomes.
• Represent the company at industry events and customer briefings.
• Provide critical market feedback to Product Management and Engineering teams.

Skills

GTM strategy

Enterprise sales

Channel programs

PoCs management

AI tools usage

BigQuery

Tools

Salesforce (SFDC)

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 will partner with enterprise sales teams on high-value deals and build scalable channel programs with GSIs and VARs.

You will translate complex security capabilities into business outcomes for C-level executives while guiding market strategy and product roadmaps. Travel up to 30% is expected.