Senior Manager, Product IoT/OT

Palo Alto Networks

Sr. Manager leading IoT/OT cybersecurity go-to-market strategy at Palo Alto Networks.

Posted 8/19/2026full-timeRemote • North Carolina • 🇺🇸 United StatesSenior💰 $158,000 - $255,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive experience in cybersecurity go-to-market strategy and execution, with a strong focus on developing scalable channel programs and translating technical capabilities into business outcomes. Proficient in utilizing tools like Salesforce and BigQuery to drive operational excellence and insights.

Highest-signal resume keywords

Cybersecurity Go-To-Market StrategyChannel Program DevelopmentSalesforce (SFDC) ProficiencyProofs of Concept (PoC) QualificationIoT/OT/IoMT Familiarity

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Business DevelopmentGTM PlansBill of Materials (BOM) CreationEnterprise License Agreements (ELAs)Operational ExecutionForecastingPipeline MetricsROI AnalysisPartner-Led ProgramsAI Tools for Prospecting

Soft Skills

Strong Business AcumenPresentation Skills to Executive Leadership

Tools & Technologies

Salesforce (SFDC)BigQuery

Industry Keywords

ManufacturingEnergy/UtilitiesHealthcarePharmaCritical InfrastructureSCADA/ICSIIoTPurdue Model

Tech Stack

Tools & technologies

BigQueryCyber SecurityIoTSFDC

About the role

Key responsibilities & impact

Lead go-to-market strategy and execution for the IoT/OT security product portfolio
Partner with enterprise sales teams on high-value strategic deals
Develop and enable scalable channel programs with Global System Integrators and VARs
Translate technical product capabilities into business outcomes for C-level executives
Represent Palo Alto Networks as a market-facing subject matter expert at industry events and customer briefings
Provide market and customer feedback to Product Management and Engineering to shape the roadmap
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

What you’ll need

10+ years in cybersecurity GTM, strategy, product GTM, Channel, or business development
Ideally experience 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 using Salesforce (SFDC)
Familiarity with IoT/OT/IoMT environments, SCADA/ICS, IIoT, and the Purdue Model
Familiarity with qualifying Proofs of Concept (PoCs), including entry/exit criteria, success metrics, and mutual close plans
Experience 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
Willingness to travel up to 30%
No immigration sponsorship available for this position

Benefits

Comp & perks

Restricted stock units
Bonus
Employee benefits package
Reasonable accommodations for qualified individuals with disabilities