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

Palo Alto Networks • New York, NY

4d • Hybrid

About The Position

Our Mission At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place. Who We Are In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us! This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters. Job Summary Our Mission At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place. Who We Are In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us! We’re seeking a Director of Product GTM - Device Security (IoT/OT) to lead the business strategy and revenue growth for Palo Alto Networks' IoT and OT security offering across the North America Eastern region (NY, PA, FL, DC preferred), with flexibility to be hybrid/remote. This is a high-impact, revenue-focused role that blends GTM leadership, enterprise deal execution, and ecosystem development - ideal for a leader with a “hunter” mindset who thrives on building pipeline, driving customer engagements, and landing new logos. You’ll work cross-functionally across Sales, Product, Marketing, and Channel Partners to expand our footprint across IoT, OT, and IoMT verticals in your day-to-day operations. Travel: Willingness to travel (up to 30%) as needed to support customers, partners, and key initiatives.

Requirements

• 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, building pipeline, 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 (e.g., Modbus, S7, BACnet) and network segmentation using NGFW and NAC.
• Expert at qualifying Proof of Concepts (PoCs) with clear entry/exit criteria, success metrics, and a mutual close plan.
• Drive PoCs with sales engineering and technical teams 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: can build GTM plans grounded in margins, forecasting, pipeline metrics, and ROI—and present to executive leadership.
• Strong understanding of Bill of Materials (BOM) creation, Enterprise License Agreements (ELAs), Quoting, and operational execution using tools like 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, as well as hands-on experience using BigQuery (or similar) to operationalize GTM metrics and insights.
• Willingness to travel (up to 30%) as needed to support customers, partners, and key initiatives.

Nice To Haves

• Master’s degree (MBA or Technical Master’s) strongly preferred.

Responsibilities

• 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, and 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 a healthy pipeline; deliver accurate forecasting and quarterly business plans to leadership.
• Design & execute GTM programs: Enable and launch scalable plays (e.g., 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 — such as pricing, packaging, and vertical alignment — to remove friction and scale adoption
• Be the OT/IoT voice: Translate technical capabilities (protocol awareness, traffic analysis, asset visibility, segmentation strategies) into outcomes for executive stakeholders (CISO/CIO/COO).
• Field enablement: Create enablement tools, sales plays, BOM guidance, and 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 (e.g., IEC 62443, NIST, NERC CIP).

What This Job Offers

• Job Type: Full-time
• Career Level: Director