Director of Product GTM - Device Security; IoT​/OT

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.

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.

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.

• 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).

Strategic, Commercial & Technical 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, 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,…