Director, GTM Device Security – IoT/OT

This is a fully remote position, open to applicants in France, +1 more state.

📋 Description

• Drive regional revenue for IoT/OT in the European market through strategic go-to-market initiatives.

• Maintain a robust pipeline and collaborate with Sales and Channel teams to finalize intricate enterprise agreements.

• Implement scalable sales strategies and cultivate partner relationships with GSIs and VARs.

• Act as the primary advocate for OT/IoT within the organization.

• Convert technical capabilities into tangible business outcomes for C-suite executives.

• Develop tools for field enablement.

• Provide market insights to Product Management to influence future roadmaps in line with industry standards.

• Assist customers, partners, and key projects through necessary travel.

⛳️ Requirements

• Over 12 years of experience in cybersecurity go-to-market strategies, product management, or business development.

• Ideally, experience in scaling solutions within the Manufacturing, Energy/Utilities, Healthcare, Pharma, or Critical Infrastructure sectors.

• Demonstrated success in technical pre-sales, building pipelines, increasing enterprise revenue, and acquiring new logos.

• Proficiency in forecasting, margin planning, ROI analysis, and executive reporting.

• Strong knowledge of Bill of Materials (BOM) development, Enterprise License Agreements (ELAs), quoting processes, and operational execution.

• Experience with Salesforce (SFDC).

• Familiarity with IoT/OT/IoMT environments, SCADA/ICS, IIoT, and industrial architecture frameworks like the Purdue Model.

• Understanding of structured Proof of Concept (PoC) processes with sales engineering teams.

• Proficient in using modern AI tools for prospecting and account planning.

• Experience with BigQuery or similar data analysis tools to assess go-to-market metrics.

• Proficiency in English is required.

• Proficiency in French, Spanish, German, or other European languages is highly preferred.

• An advanced degree (MBA or Technical Master’s) is preferred.

• Willingness to travel up to 30% as needed.

• Immigration sponsorship or work visa sponsorship is not available.

🏝️ Benefits

• Opportunity for remote work.

• Reasonable accommodations available for qualified individuals with disabilities or special needs.

• Commitment to equal opportunity employment and diversity.