Full-Time Sr Business Development Consultant

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 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: 7-10+ 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