Director, GTM Device Security (IoTOT)

Our Mission

At Palo Alto Networks were united by a shared missionto 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 youre ready to do the most meaningful work of your career alongside people who are just as passionate as you are youre 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!

Job Summary

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

Required 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).

Qualifications

• 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 Masters) preferred.

• Willingness to travel (up to 30%) as needed to support customers partners and key initiatives.

Our Commitment

Were trailblazers that dream big take risks and challenge cybersecuritys status quo. Its simple: we cant accomplish our mission without diverse teams innovating together.

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 .

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.