Director, GTM Device Security – IoT/OT

🔥 1 minute ago

🌐 France, Netherlands – Remote

🇫🇷 France – Remote 🇳🇱 Netherlands – Remote

⏰ Full Time

🔴 Lead

👮‍♂️ Cybersecurity / Security Engineer

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Palo Alto Networks

WebsiteLinkedInAll Job Openings

10,000+ employees

🔒 Cybersecurity

🏢 Enterprise

💰 $1M Seed Round - Morta Security on 2013-02

Cybersecurity • Enterprise

Palo Alto Networks is a global cybersecurity company that provides AI-driven platforms, products, and services to protect networks, cloud workloads, endpoints, and applications. Its portfolio includes next-generation firewalls, SASE and Prisma Cloud (CNAPP) offerings, the Cortex security operations suite (XDR, XSOAR, XSIAM), and Unit 42 threat intelligence and incident response services. Palo Alto Networks helps enterprises secure AI deployments, automate SOC workflows, and prevent, detect, and respond to sophisticated threats across hybrid and multi-cloud environments.

📋 Description

• Drive regional IoT/OT revenue in the European Region through targeted go-to-market strategies • Manage a healthy pipeline and partner with Sales and Channel teams to close complex enterprise deals • Launch scalable sales plays and develop partner motions with GSIs and VARs • Serve as the primary OT/IoT voice for the organization • Translate technical capabilities into clear C-suite business outcomes • Build field enablement tools • Channel market insights to Product Management to shape future roadmaps aligned with industry standards • Support customers, partners, and key initiatives through travel as needed

🎯 Requirements

• 12+ years in cybersecurity GTM, strategy, product GTM, or business development • Experience scaling offerings in Manufacturing, Energy/Utilities, Healthcare, Pharma, or Critical Infrastructure ideally • Proven track record in technical pre-sales, pipeline building, enterprise revenue growth, and new logo acquisition • Experience with 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 • Experience using Salesforce (SFDC) • Domain experience with IoT/OT/IoMT environments, SCADA/ICS, IIoT, and industrial architecture frameworks such as the Purdue Model • Familiarity with structured PoC processes with sales engineering teams • Experience using modern AI tools for prospecting and account planning • Experience with BigQuery or similar data tools to analyze GTM metrics • English required • 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 • No immigration sponsorship or work visa sponsorship available

🏖️ Benefits

• Remote work arrangement • Reasonable accommodations for qualified individuals with a disability or special need • Equal opportunity employment and diversity commitment