Sr Business Development Consultant (Remote)

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.

Who We Are

We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday – from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.

As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities – just to name a few!

Job Description

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

Qualifications

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

Additional Information

The Team

[Input by recruiter and audited by recruiting specialist]

Our Commitment

We’re problem solvers that 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 a disability. 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.