Full-Time
Director, Device Security
IoT/OT
Updated on 9/4/2026
Palo Alto Networks
10,001+ employees
Firewall and cloud security provider
Compensation Overview
$210k - $289.3k/yr
No H1B Sponsorship
North Carolina, USA
Remote
Travel up to 30% may be required to support customers, partners, and key initiatives.
 Sales & Account Management (1) |
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- At least 10 years of experience in cybersecurity go-to-market, strategy, product go-to-market, channel, or business development, ideally scaling offerings in manufacturing, energy and utilities, healthcare, pharma, or critical infrastructure.
- Ability to build go-to-market plans grounded in margins, forecasting, pipeline metrics, and return on investment, and present them to executive leadership.
- Strong understanding of Bill of Materials creation, Enterprise License Agreements, quoting, and operational execution using Salesforce.
- Lead the go-to-market strategy and execution for the entire Internet of Things and Operational Technology 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 and value-added resellers.
- 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 up to 30% as needed to support customers, partners, and key initiatives.
- Familiarity with Internet of Things, Operational Technology, and Internet of Medical Things environments; Supervisory Control and Data Acquisition, Industrial Control Systems, Industrial Internet of Things, and architectures such as the Purdue Model.
- Familiarity with qualifying Proofs of Concept using clear entry and exit criteria, success metrics, and a mutual close plan, and driving them with sales engineering and technical teams from kickoff through validation to commercial closure.
- Familiarity with developing partner-led programs with Global System Integrators and value-added resellers and enabling field teams to execute.
- Familiarity with using artificial intelligence tools to improve prospecting and account planning, as well as hands-on experience using BigQuery or a similar tool to operationalize go-to-market metrics and insights.
Palo Alto Networks provides hardware, software, and subscription-based security solutions to protect organizations from cyber threats. Its products include network firewalls (Strata), cloud security (Prisma Cloud), and AI-powered security operations (Cortex), which work together to secure on-premises and cloud environments, manage identity and access, and detect threats. The company differentiates itself by offering an integrated, end-to-end security stack that combines hardware, software licenses, and ongoing services across enterprises, SMBs, and government clients. Its goal is to deliver comprehensive protection for networks, data, and applications as organizations move between data centers and cloud environments.
Company Size
10,001+
Company Stage
IPO
Headquarters
Santa Clara, California
Founded
2015
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Simplify's Take
What believers are saying
- Fiscal Q4 2026 revenue hit $3.41 billion, up 34%, with 63% NGS ARR growth.
- Console, Chronosphere, and CyberArk expand cross-sell opportunities across Cortex, observability, and identity.
- RPO reached $21.2 billion on September 1, 2026, giving strong near-term revenue visibility.
What critics are saying
- Management guided fiscal 2027 NGS ARR growth down to 22%-23% on September 1, 2026.
- MeetingTV sued Palo Alto Networks in March 2026 over Koi's allegedly hallucinated threat report.
- CyberArk integration already triggered hundreds of layoffs, signaling execution strain and overlapping product risk.
What makes Palo Alto Networks unique
- Palo Alto Networks bundles firewall, cloud, SOC, and identity into one platform.
- CyberArk closed February 11, 2026, adding human, machine, and agentic identity controls.
- Prisma AIRS 3.0 and Console deepen its AI-security stack across agentic workflows.
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Benefits
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Growth & Insights and Company News
6 month growth
↑ 3%1 year growth
↓ -1%2 year growth
↓ -1%Palo Alto Networks has returned 71.4% over the past year, trading about 15% below its 52-week high. An investment strategy proposes selling put options on the cybersecurity company, potentially yielding 12.6% annualized by collecting premium whilst parking collateral in Treasury bills. The strategy involves selling a put option expiring September 2027 at a $240 strike price, collecting roughly $2,128 premium per contract. This represents about a 35% discount to the current $336.98 share price. Revenue reached $11.5 billion in fiscal 2026, up 24%. The company's XSIAM security operations platform ended above $700 million in annual recurring revenue. However, management has guided next-generation security ARR growth to slow from 63% to 22-23% in fiscal 2027, as recent acquisitions CyberArk and Chronosphere no longer contribute new growth.
Palo Alto Networks reported fiscal fourth-quarter revenue of $3.41 billion, surpassing the $3.35 billion analyst estimate. Adjusted earnings reached $1.02 per share, beating the 98-cent consensus. Next-generation security annualised recurring revenue climbed 63% year-over-year to $9.1 billion. Despite the beat, shares fell roughly 9% in the following session. The drop continues a pattern where strong results trigger selloffs due to stretched valuations. Bank of America took the opposite view, recommending investors buy the dip. The firm noted that much of the recent growth stems from two acquisitions: the $25 billion purchase of CyberArk in February and the roughly $3.4 billion deal for Chronosphere. The company posted a GAAP net loss of $282 million for the quarter, driven by fair-value changes on convertible notes and integration costs.
Palo Alto Networks used its fiscal Q4 2026 earnings call to position AI as a key cybersecurity demand driver, linking machine-speed threats to the need for unified, real-time defence. Chairman Nikesh Arora highlighted three AI shifts reshaping security: autonomous agents, advanced cyber models, and expanding open-source ecosystems. The company added approximately 220 net new platformisations in Q4, a record. Major deals included a $126 million global telecom agreement. Next-Generation Security ARR reached $9.1 billion, up 63%. For fiscal 2027, CFO Dipak Golechha guided revenues of $14.1 billion–$14.2 billion, up 23%–24%, and NGS ARR of $11.075 billion–$11.175 billion, up 22%–23%. Q4 revenues rose 34% year-over-year to $3.41 billion.
The acquisition also leaves Sequoia-backed Serval as the de facto startup leader in AI IT service automation, industry watchers believe.
Palo Alto Networks shares dropped 10% on Wednesday despite beating fourth-quarter expectations and issuing strong fiscal 2027 guidance. The cybersecurity firm reported next-generation security annual recurring revenue of $9.1 billion, up 63% year-over-year, surpassing the $8.86 billion estimate. Revenue reached $3.41 billion versus expected $3.35 billion, whilst earnings per share of $1.02 beat the $0.98 consensus. BofA analysts attributed the selloff to unusually high investor expectations rather than weak performance. The company added 220 new multi-platform customers and saw strong growth across key products. For fiscal 2027, Palo Alto Networks guided revenue to $14.15 billion, ahead of Street estimates of $13.84 billion. Jefferies called it "the cleanest print for PANW in a while" and sees room for further upside in guidance.