Director of GTM Device Security

• 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

Benefits

• Healthcare: We value your health and provide options so you can choose what best supports your lifestyle and personal health goals. Various nationwide plans — including Blue Shield of California, Kaiser Permanente, Delta Dental, VSP, and more — are available to you and your family. Our providers offer the flexibility you want and the coverage you need
• Wellness: With a large on-site gym and daily, instructor-led exercise classes at HQ in Santa Clara, Palo Alto Networks actively supports employee fitness. Our juice bar, Gym & Juice, features fresh juice blends, a quick and nutritious option pre- or post-workout. And our ongoing wellness speaker series highlights the latest trends in health and wellness
• Development: Professional development is serious business at Palo Alto Networks, where the Talent Development team offers 25+ courses to help employees boost their careers and develop leadership capability
• Financial: Most roles are eligible for equity grants, and we now offer new hires a quarterly vesting schedule right away. We want you to be fairly compensated and rewarded as soon as you make an impact – on our team, that happens immediately And because we consider every employee a stakeholder in our long-term success, we offer an Employee Stock Purchase Plan (ESPP) with a 24-month lookback. From life insurance to health savings accounts, we provide ways to help you protect and grow your wealth. Palo Alto Networks offers both traditional and Roth 401(k) options, along with a company match of 50% to a max annual amount of $1,000
• Time Off: In addition to paid corporate holidays, Flexible Time Off programs empower our employees to balance their work schedules with personal time off. We offer 12 weeks of full pay for medical leave and 6 weeks of full pay for parental leave. As a company with strong ties to the military and veterans, we also offer 26 weeks of full pay for military leave
• Perks: Our corporate discount program provides employees with significant discounts on merchandise, travel and entertainment. We offer many on-site perks at headquarters, including cafeterias, fuel service, dry cleaning service, EV charging stations, and a company store. We also provide complimentary drinks, fresh fruit, and snacks in break rooms across our campus to help everyone power through the day.

Life at Palo Alto Network

• Strong understanding of Bill of Materials (BOM) creation, Enterprise License Agreements (ELAs), Quoting, and operational execution using tools like Salesforce (SFDC)
• 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
• 12+ years in cybersecurity GTM, strategy, product GTM, or business development - ideally scaling offerings in Manufacturing, Energy/Utilities, Healthcare, Pharma, or Critical Infrastructure
• Multilingual capabilities (English required; and French, Spanish, German or other European languages strongly preferred)
• Familiarity with establishing structured PoC processes with sales engineering teams
• Willingness to travel (up to 30%) as needed to support customers, partners, and key initiatives
• Advanced degree (MBA or Technical Master’s) preferred
• Domain experience with IoT/OT/IoMT environments, SCADA/ICS, IIoT, and industrial architecture frameworks (e.g., Purdue Model)
• Experience using modern AI tools for prospecting/account planning, and data tools like BigQuery (or similar) to analyze GTM metrics