Director, GTM Device Security – IoT/OT

🕒 August 19

🌲 North Carolina – Remote

🌲 North Carolina – Remote

💵 $210k - $289.3k / year

⏰ Full Time

🔴 Lead

👮‍♂️ Cybersecurity / Security Engineer

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

👻 Ghost score 11%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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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

• Lead go-to-market strategy and execution for the entire IoT/OT security product portfolio • Partner with enterprise sales teams on high-value, strategic deals • Develop and enable scalable channel plays and programs with Global System Integrators and VARs • Translate complex technical capabilities into clear business outcomes for C-level executives • Represent the company as a market-facing subject matter expert at industry events and customer briefings • Provide market and customer feedback to Product Management and Engineering teams to shape the roadmap • Qualify and drive Proofs of Concept with sales engineering and technical teams from kickoff through validation and commercial closure • Support customers, partners, and key initiatives through travel of up to 30%

🎯 Requirements

• 10+ years in cybersecurity GTM, strategy, product GTM, channel, or business development • Experience ideally scaling offerings in Manufacturing, Energy/Utilities, Healthcare, Pharma, or Critical Infrastructure • Strong business acumen, including GTM plans grounded in margins, forecasting, pipeline metrics, and ROI • Ability to present to executive leadership • Strong understanding of Bill of Materials (BOM) creation, Enterprise License Agreements (ELAs), quoting, and operational execution • Experience using Salesforce (SFDC) • Willingness to travel up to 30% as needed • Familiarity with IoT/OT/IoMT environments, SCADA/ICS, IIoT, and the Purdue Model • Familiarity with qualifying and driving Proofs of Concept (PoCs) through commercial closure • Familiarity developing partner-led programs with GSIs/VARs and enabling field teams • Familiarity using AI tools for prospecting and account planning • Hands-on experience using BigQuery or similar tools to operationalize GTM metrics and insights • No immigration sponsorship; applicants must not require work visa sponsorship

🏖️ Benefits

• Restricted stock units • Bonus • Employee benefits (details referenced via employer benefits page) • Reasonable accommodations for qualified individuals with disabilities