Job Information
Palo Alto Networks Sr. Manager, OT GTM (Operational Technology) in Santa Clara, California
Our Mission
At Palo Alto Networks® everything starts and ends with our mission:
Being the cybersecurity partner of choice, protecting our digital way of life.
Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.
Our Approach to Work
We lead with flexibility and choice in all of our people programs. We have disrupted the traditional view that all employees have the same needs and wants. We offer personalization and offer our employees the opportunity to choose what works best for them as often as possible - from your wellbeing support to your growth and development, and beyond!
At Palo Alto Networks, we believe in the power of collaboration and value in-person interactions. This is why our employees generally work from the office three days per week, leaving two days for choice and flexibility to work where you feel most effective. This setup fosters casual conversations, problem-solving, and trusted relationships. While details may evolve, our goal is to create an environment where innovation thrives, with office-based teams coming together three days a week to collaborate and thrive, together!
Your Career
We are looking for a Senior Manager, OT GTM (Operational Technology) who will embody the PANW vision and culture, leading the rapid growth strategies and Go-To-Market (GTM) execution for our IoT/OT security service offering. A successful candidate is one who thrives in a fast and collaborative environment and has a proven track record of driving growth in the SaaS market.
Your Impact
Develop and deliver scaled, technical sales training on our OT security solution
Identify and pursue high-potential accounts, collaborating closely with sales teams to discover, pitch, and solution OT security
Lead technical proof-of-value engagements to showcase OT solution efficacy
Support sales teams with negotiations and closure of IoT/OT security deals each quarter
Work cross functionally across Product, Marketing, Sales, Channel to drive OT strategies and sales programs
Drive predictable pipeline and forecasting through measurement and reporting discipline
Your Experience
Extensive Cybersecurity Experience - 7+ years in cybersecurity, with a focus on IoT/OT security
Leadership - Proven experience in influencing sales teams and managing projects in the cybersecurity domain
Go-To-Market (GTM) Strategy - Experience in developing and executing GTM strategies for IoT/OT security solutions, including market analysis, product positioning, and customer engagement
IoT Market Expertise - In-depth understanding of the IoT/OT security landscape, including market dynamics, competitive positioning, and emerging technologies
OT Systems Knowledge - Deep understanding of OT systems, protocols, and security challenges
Security Frameworks Knowledge - Familiarity with standards like NIST, ISO/IEC 27001, and IEC 62443
Sales Support - Experience collaborating with sales teams to create Bills of Materials (BOM) and assist in deal negotiations, ensuring security requirements are met in customer solutions
Excellent Communication - Ability to convey complex security concepts to both technical and non-technical stakeholders
The Team
Our Sales team members work hand in hand with large organizations around the world to keep their digital environments protected. We educate, inspire, and empower our potential clients in their journey to security.
As part of our Sales team, you are empowered with unmatched systems and tools, constantly updated research and sales libraries, and a team built on joint success. You won’t find someone at Palo Alto Networks who isn’t committed to your success — everyone pitches in to assist when it comes to solutions selling, learning, and development. As a member of our Sales team, you are motivated by a solutions-focused sales environment and find fulfillment in working with clients to resolve incredibly complex cyber threats.
Our Commitment
We’re trailblazers who 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 disabilities. If you require assistance or accommodation due to a disability or special need, please contact us at accommodations@paloaltonetworks.com .
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.
The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be between $163,000/yr to $263,550/yr. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here .
Is role eligible for Immigration Sponsorship?: Yes