设备安全（物联网/OT）市场拓展总监
Director, GTM Device Security (IoT/OT)
我们的使命
在Palo Alto Networks®，我们因共同的使命而团结——保护我们的数字生活方式。我们在创新与影响的交汇点上蓬勃发展，用尖端技术和大胆的思维解决现实世界的问题。在这里，每个人都有发言权，每个想法都至关重要。如果你准备好与同样充满热情的人一起，开展职业生涯中最有意义的工作，那么你来对地方了。
我们是谁
为了成为首选的网络安全合作伙伴，我们必须开拓道路，塑造行业的未来。这是我们的员工每天都在努力的事情，由我们的价值观定义：颠覆、协作、执行、诚信和包容。我们将人工智能融入我们所做的每件事中，并利用它来增强每个人所能产生的影响。如果你热衷于解决现实问题，并与最优秀的人才一起构思创意，我们邀请你加入我们！
这个职位是远程办公，但距离不会阻碍影响力。我们的混合团队跨地域协作，解决大问题，贴近客户，并共同成长。你将加入一个重视信任、责任和共同成功的文化，你的工作真正有意义。
职位概述
作为GTM总监，你将通过执行有针对性的策略、管理健康的销售管道，并与销售和渠道团队合作，在欧洲地区完成复杂的企业交易，从而推动区域物联网/OT收入。你将通过推出可扩展的销售策略，并与GSIs和VARs建立强大的合作伙伴关系，引领战略增长。作为主要的OT/IoT声音，你还将把深入的技术能力转化为清晰的高管业务成果，构建关键的现场赋能工具，并将重要的市场洞察反馈给产品管理团队，以制定符合关键行业标准的未来路线图。
任职要求
- 12年以上网络安全GTM、战略、产品GTM或商务拓展经验——理想情况下在制造、能源/公用事业、医疗、制药或关键基础设施领域扩展产品。
- 在技术售前、销售管道建设及企业收入增长方面有成功记录，包括新客户获取。
- 强烈的商业敏锐度，具备预测、利润率规划、投资回报率建模和高管级报告的经验。
- 对物料清单（BOM）创建、企业许可协议（ELAs）、报价和运营执行有深入了解。
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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.
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!
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.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 Master’s) preferred.
- Willingness to travel (up to 30%) as needed to support customers, partners, and key initiatives.
Our Commitment
We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t 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.
Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.Originally posted on Himalayas