Responsibilities

• Lead the go-to-market (GTM) strategy and execution for the entire IoT/OT security product portfolio.
• Act as the key commercial partner for enterprise sales teams on high-value, strategic deals.
• Develop and enable scalable channel plays and programs with Global System Integrators (GSIs) and VARs.
• Translate complex technical product capabilities into clear business outcomes for C-level executives.
• Serve as the market-facing subject matter expert, representing the company at industry events and customer briefings.
• Provide critical market and customer feedback to the Product Management and Engineering teams to shape the roadmap.
• Travel: Willingness to travel (up to 30%) as needed to support customers, partners, and key initiatives.

Requirements

• 10+ years in cybersecurity GTM, strategy, product GTM, Channel, or business development - ideally scaling offerings in Manufacturing, Energy/Utilities, Healthcare, Pharma, or Critical Infrastructure.
• Strong business acumen: can build GTM plans grounded in margins, forecasting, pipeline metrics, and ROI, and present to executive leadership.
• Strong understanding of Bill of Materials (BOM) creation, Enterprise License Agreements (ELAs), Quoting, and operational execution using tools like Salesforce (SFDC).

Preferred

• Familiarity with IoT/OT/IoMT environments; SCADA/ICS, IIoT, and architectures like the Purdue Model.Familiarity with qualifying Proof of Concepts (PoCs) with clear entry/exit criteria, success metrics, and a mutual close plan. Drive PoCs with sales engineering and technical teams from kickoff through validation to commercial closure.
• Familiarity in developing partner-led programs with GSIs/VARs and enabling field teams to execute.
• Familiarity using AI tools to improve prospecting and account planning, as well as hands-on experience using BigQuery (or similar) to operationalize GTM metrics and insights.