[Hiring] Director, GTM Device Security (IoT/OT) @Palo Alto Networks

Role Description

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.
• Channel critical market insights back to Product Management to shape future roadmaps aligned with key industry standards.

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).

Requirements

• 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.

Benefits

• We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo.
• Commitment to providing reasonable accommodations for all qualified individuals with a disability.
• Equal opportunity employer celebrating diversity in the workplace.