Note: The job is a remote job and is open to candidates in USA. Palo Alto Networks is a cybersecurity company focused on protecting digital environments through innovative security technologies. The Sr. Manager, Product IoT/OT will lead go-to-market strategy for the IoT and Operational Technology security portfolio, partner with enterprise sales and channel organizations, and translate technical capabilities into business outcomes. The role will also represent the company with customers and industry stakeholders and provide market feedback to product and engineering teams.
Responsibilities
- Lead the go-to-market (GTM) strategy and execution for the entire IoT/OT security product portfolio
- Act as the key commercial partner for enterprise sales teams on high-value, strategic deals
- Develop and enable scalable channel plays and programs with Global System Integrators (GSIs) and VARs
- Translate complex technical product capabilities into clear business outcomes for C-level executives
- Serve as the market-facing subject matter expert, representing the company at industry events and customer briefings
- Provide critical market and customer feedback to the Product Management and Engineering teams to shape the roadmap
Skills
- 10+ years in cybersecurity GTM, strategy, product GTM, Channel, or business development - ideally scaling offerings in Manufacturing, Energy/Utilities, Healthcare, Pharma, or Critical Infrastructure
- Strong business acumen: can build GTM plans grounded in margins, forecasting, pipeline metrics, and ROI, and present to executive leadership
- Strong understanding of Bill of Materials (BOM) creation, Enterprise License Agreements (ELAs), Quoting, and operational execution using tools like Salesforce (SFDC)
- Familiarity with IoT/OT/IoMT environments; SCADA/ICS, IIoT, and architectures like the Purdue Model
- Familiarity with qualifying Proof of Concepts (PoCs) with clear entry/exit criteria, success metrics, and a mutual close plan
- Drive PoCs with sales engineering and technical teams from kickoff through validation to commercial closure
- Familiarity in developing partner-led programs with GSIs/VARs and enabling field teams to execute
- Familiarity using AI tools to improve prospecting and account planning, as well as hands-on experience using BigQuery (or similar) to operationalize GTM metrics and insights
- Willingness to travel (up to 30%) as needed to support customers, partners, and key initiatives
Benefits
- This role is remote
- Our hybrid teams collaborate across geographies
- The offered compensation may also include restricted stock units and a bonus.
Company Overview