Senior Manager, Product IoT/OT

This is a fully remote position, open to applicants in North Carolina.

📋 Description

• Lead the strategy and execution of go-to-market initiatives for the IoT/OT security product range.

• Collaborate with enterprise sales teams on significant strategic opportunities.

• Create and facilitate scalable channel programs with Global System Integrators and Value-Added Resellers (VARs).

• Convert technical product features into business results for C-level executives.

• Represent Palo Alto Networks as a market-facing expert at industry events and customer briefings.

• Gather market and customer insights to provide feedback to Product Management and Engineering, influencing the product roadmap.

• Lead Proofs of Concept alongside sales engineering and technical teams from initiation to validation and commercial closure.

• Support customers, partners, and key initiatives with travel requirements of up to 30%.

⛳️ Requirements

• Over 10 years of experience in cybersecurity go-to-market, strategy, product go-to-market, channel, or business development.

• Preferably experienced in scaling offerings within Manufacturing, Energy/Utilities, Healthcare, Pharma, or Critical Infrastructure sectors.

• Strong business acumen, including go-to-market strategies focused on margins, forecasting, pipeline metrics, and ROI.

• Proficient in presenting to executive leadership.

• In-depth understanding of Bill of Materials (BOM) creation, Enterprise License Agreements (ELAs), quoting, and operational execution using Salesforce (SFDC).

• Knowledgeable in IoT/OT/IoMT environments, SCADA/ICS, IIoT, and the Purdue Model.

• Experienced in defining Proofs of Concept (PoCs), including entry/exit criteria, success metrics, and mutual closing plans.

• Proven track record in developing partner-led programs with Global System Integrators (GSIs)/VARs and enabling field teams.

• Familiarity with AI tools for prospecting and account planning.

• Practical experience using BigQuery or similar tools to operationalize go-to-market metrics and insights.

• Willingness to travel up to 30% is required.

• No immigration sponsorship will be provided for this position.

🏝️ Benefits

• Restricted stock units.

• Bonus opportunities.

• Comprehensive employee benefits package.

• Reasonable accommodations for qualified individuals with disabilities.