Job SummaryYour CareerAs the Sr. Manager, Product IoT/OT, you will serve as the commercial and strategic engine for our IoT and Operational Technology (OT) security portfolio. Sitting squarely at the intersection of Product, Sales, and Channel Strategy, you will turn complex technical capabilities into repeatable revenue streams. This is a market-facing leadership position. You won't just be advising from behind a desk-you will partner directly with enterprise sales teams on high-stakes deals, build scalable channel plays with GSIs and VARs, and act as the technical authority translating industrial security needs into executive business outcomes.
Travel: Willingness to travel (up to 30%) as needed to support customers, partners, and key initiatives.
Key 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.
Qualifications Your ExperienceRequired Qualifications- 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 Qualifications:- 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.
- Willingness to travel (up to 30%) as needed to support customers, partners, and key initiatives.
Compensation DisclosureThe compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.
$158,000.00 - $255,000.00/yr
