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+ 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.  We also work closely with other segments of our sales organization to provide the best customer experience: Renewals, Field Team, Marketing, Sales Engineers, etc. 

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 that isn't committed to your success - with everyone pitching 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 cyberthreats. 

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  [email protected].

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.