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

Job Summary

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. This high-impact, revenue-focused role blends GTM leadership, enterprise deal execution, and ecosystem development. Lead cross‑functionally across Sales, Product, Marketing, and Channel Partners to expand our footprint across IoT, OT, and IoMT verticals.

Travel

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

Responsibilities

• Drive business: Lead regional performance for IoT & OT (Device Security) by shaping and executing GTM plans aligned to Product BU targets.
• 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 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.
• Technical alignment: Translate technical capabilities into outcomes for executive stakeholders.
• Field enablement: Create enablement tools, sales plays, BOM guidance, and pilot GTM programs.
• Product feedback loop: Bring field insights to Product Management to shape roadmap priorities.

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.
• 5+ years depth in IoT/OT/IoMT environments; strong understanding of SCADA/ICS, IIoT, and architectures like the Purdue Model.
• Familiarity with industrial protocols and network segmentation using NGFW and NAC.
• Expert at qualifying PoCs with clear criteria; drive PoCs from kickoff to commercial closure.
• Successful development of partner‑led programs with GSIs/VARs and enabling field teams.
• Strong business acumen, able to build GTM plans grounded in margins, forecasting, pipeline metrics, and ROI.
• Knowledge of BOM creation, ELAs, quoting, and operational execution using Salesforce.
• Familiarity with compliance and security frameworks such as NIST, ISO/IEC, HIPAA, IEC 62443, FDA, and NERC CIP.
• Experience using AI tools for prospecting and account planning; hands‑on with BigQuery or similar.
• Master’s degree (MBA or Technical Master’s) strongly preferred.

Compensation Disclosure

• Base salary range: $210,000.00 – $289,250.00 per year; may include restricted stock units and a bonus.

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 View email address on apply.placed-app.com.

Commitment

Palo Alto Networks is an equal‑opportunity employer. We celebrate diversity and all qualified applicants will receive consideration for employment without regard to protected characteristics. All information will be kept confidential according to EEO guidelines.