Director, GTM Device Security (IoT/OT)
Core
Drive regional IoT/OT revenue in Europe by executing targeted strategies, managing pipelines, and partnering with Sales/Channel teams to close complex enterprise deals.
Role type
Director, Global Go-to-Market (GTM)
Builds
Scalable sales plays, robust partner motions with GSIs and VARs, field enablement tools, and market insights for Product Management.
Domain
Cybersecurity, Industrial IoT (IIoT), Operational Technology (OT), Critical Infrastructure
Deliverable
production ML models | product features | dashboards & analysis | client delivery | infrastructure
Required skills
Cybersecurity GTM strategy, technical pre-sales, pipeline building, enterprise revenue growth, new logo acquisition, forecasting, margin planning, ROI modeling, executive reporting, BOM creation, ELA management, quoting, Salesforce (SFDC) operational execution
Preferred skills
IoT/OT/IoMT domain expertise, SCADA/ICS knowledge, industrial architecture frameworks (Purdue Model), PoC process establishment, modern AI tools for prospecting, data analysis (BigQuery), multilingual capabilities (French, Spanish, German), MBA or Technical Master's
Technologies
Salesforce (SFDC), BigQuery, SCADA, ICS, Purdue Model
Responsibilities
Execute targeted GTM strategies for European IoT/OT market, manage healthy sales pipeline, partner with Sales and Channel teams to close enterprise deals, launch scalable sales plays, develop partner motions with GSIs and VARs, translate technical capabilities into C-suite business outcomes, build field enablement tools, channel market insights to Product Management
Seniority
Director, strategic leadership & execution
