Director of Product GTM - Device Security (IoT/OT)

Job Summary

We’re seeking a Director of Product GTM - Device Security (IoT/OT) to lead business strategy and revenue growth for Palo Alto Networks’ IoT and OT security offering across North America Eastern region (NY, PA, FL, DC preferred). The role offers flexibility to be hybrid/remote.

This high-impact role blends GTM leadership, enterprise deal execution, and ecosystem development. Ideal for a hunter mindset leader who builds pipeline, drives customer engagement, and lands new logos. Works cross‐functionally across Sales, Product, Marketing, and Channel Partners to expand footprint across IoT, OT, and IoMT verticals.

Travel

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

Your Impact Drive Revenue & Sales Execution

• Drive Business: Lead regional performance for IoT & OT (Device Security) by shaping and executing GTM plans aligned to Product BU targets (pipeline, bookings contribution, new logo acquisition).
• Deal leadership: Partner with Sales, SEs, and channel partner teams to run day-to-day deal strategy, navigate complex buying committees, and drive opportunities to close.
• Pipeline & forecasting: Build and maintain healthy pipeline; deliver accurate forecasting and quarterly business plans to leadership.

Strategic GTM & Ecosystem Development

• Design & execute GTM programs: Enable and launch scalable plays (competitive takeouts, vertical acquisition programs) with clear goals, success metrics, and financial rigor.
• Channel strategy: Build partner motions with GSIs and VARs to embed IoT/OT security into service offerings and drive repeatable sell-through.
• Business growth initiatives: Drive strategic projects to unlock revenue acceleration, optimizing key levers - pricing, packaging, vertical alignment - to remove friction and scale adoption.

Technical Leadership & Product Alignment

• Be the OT/IoT voice: Translate technical capabilities into outcomes for executive stakeholders (CISO/CIO/COO).
• Field enablement: Create enablement tools, sales plays, BOM guidance, pilot GTM programs to help sales engineers and partners scope and win IoT/OT opportunities.
• Product feedback loop: Bring field insights to Product Management to shape roadmap priorities aligned with standards and frameworks (IEC 62443, NIST, NERC CIP).

Qualifications Your Experience Strategic, Commercial & Technical 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 driving enterprise revenue growth, including new logo acquisition.
• 5+ years of depth in IoT/OT/IoMT environments; strong understanding of SCADA/ICS, IIoT, and architectures like the Purdue Model.
• Familiarity with industrial protocols (Modbus, S7, BACnet) and network segmentation using NGFW and NAC.
• Expert at qualifying PoCs with clear entry/exit criteria, success metrics, and a mutual close plan. Drive PoCs from kickoff through validation to commercial closure.
• Demonstrated success in developing partner‐led programs with GSIs/VARs and enabling field teams to execute.
• Strong business acumen: build GTM plans grounded in margins, forecasting, pipeline metrics, and ROI; present to executive leadership.
• Strong understanding of BOM creation, Enterprise License Agreements (ELAs), quoting, and operational execution using Salesforce (SFDC).
• Familiarity with compliance and security frameworks such as NIST, ISO/IEC, HIPAA, IEC 62443, FDA, and/ or NERC CIP.
• Practical experience using AI tools to improve prospecting and account planning; hands‐on experience using BigQuery or similar to operationalize GTM metrics and insights.
• Master’s degree (MBA or technical Master’s) strongly preferred.
• Willingness to travel up to 30% as needed.

Compensation Disclosure

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

$210,000.00 – $289,250.00 per year

EEO and Accommodation

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 accommodations@paloaltonetworks.com.

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.

Is role eligible for immigration sponsorship? No. We will not sponsor applicants for work visas for this position.