Director, GTM Device Security (IoT/OT)

As the Sr. Manager, Product IoT/OT at Palo Alto Networks, you will lead the go-to-market strategy for IoT and Operational Technology security, driving revenue and collaborating with sales teams.

Description

• 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.

Requirements

• 10+ years in cybersecurity GTM, strategy, product GTM, Channel, or business development.
• Experience 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.
• Strong understanding of Bill of Materials (BOM) creation, Enterprise License Agreements (ELAs), Quoting, and operational execution using tools like Salesforce (SFDC).