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About the Role

This role is a strategic business developer focused on AI security and partner ecosystems. You will identify market opportunities, build business cases, negotiate deals, and ensure successful customer adoption. The position requires commercial rigor, deep understanding of partner ecosystems, and technical credibility to translate technology value into business value.

Responsibilities

• Identify, develop, and document compelling use cases for Prisma AIRS across GSI, consulting, and ISV partner contexts.
• Rigorously size partnership opportunities using market data, customer segmentation, and partner revenue analysis.
• Stay ahead of developments in AI infrastructure, agentic systems, and enterprise AI adoption to identify new use cases and partnership opportunities.
• Actively experiment with new use case hypotheses through structured pilots and POCs to validate commercial potential.
• Develop and evaluate partnership business models, including resell, co-sell, embedded OEM, and managed service structures.
• Define pricing frameworks, discount structures, and revenue-sharing models for partner-led AIRS offerings.
• Build compelling, data-driven business cases for partnership investments.
• Construct detailed financial models that project partnership revenue, partner economics, and return on investment.
• Drive partnership engagements from initial outreach through signed agreement, owning the commercial narrative.
• Lead commercial negotiations with senior partner stakeholders.
• Work closely with marketing, finance, legal, and technology teams to align on deal structure, approval, and execution.
• Build and sustain senior relationships across partner organizations.
• Co-develop partner-specific Prisma AIRS offerings, defining service scope, packaging, pricing, and value proposition.
• Build and execute joint go-to-market plans with partners, including co-marketing commitments and sales enablement.
• Develop partner-facing commercial materials to equip partner sales and consulting teams.
• Support partners in customer-facing settings to close lighthouse deals.
• Build slides and written materials that make complex technology and commercial propositions accessible to business audiences.
• Communicate effectively with both technical and business audiences.
• Communicate with senior stakeholders internally and externally with gravitas and clarity.
• Use AI tools to accelerate research, drafting, and analysis, and critically evaluate AI-generated content.

Requirements

• 8+ years of experience in strategic business development, partnerships, management consulting, or a combination.
• Track record of closing complex, multi-stakeholder commercial agreements.
• Demonstrated ability to size markets, build financial models, develop pricing frameworks, and construct executive-quality business cases.
• Comfortable owning quantitative analysis end-to-end.
• Proven track record of negotiating and closing partnership agreements with senior stakeholders.
• Experience in management consulting or a consulting-adjacent role.
• Sufficient technical understanding to translate AI and cybersecurity technology value propositions into business terms.
• Ability to engage meaningfully with partner technical teams and evaluate integration feasibility.
• Strong ability to build clean, structured, persuasive slides and written materials for executive audiences.
• Hands-on approach to building materials.
• Experience working across marketing, finance, legal, and technology functions to align on and execute complex partnership deals.
• Able to move quickly without losing stakeholder alignment.
• Actively uses AI tools to improve productivity and output quality.
• Understands the limitations of AI-generated content and knows how to identify, correct, and prevent low-quality outputs.
• Understanding of how GSIs, management consulting firms, and technology ISVs operate, sell, and build.
• Understanding of how to structure partnerships that create value within partner business models.
• Bachelor's degree or higher in Business, Economics, Computer Science, Engineering, or a related field.
• MBA or equivalent advanced degree is a plus.

Skills

• AI security
• Partner ecosystems
• Business model innovation
• Commercial rigor
• Business modeling
• Pricing strategy
• Opportunity sizing
• Partner ecosystem depth
• Global System Integrators (GSIs)
• Management consulting firms
• Technology ISVs
• Technical credibility
• Translate technology value proposition into business value proposition
• Engage CTO in architecture conversation
• Use Case Development
• Opportunity Identification
• Market Signal Translation
• Experimentation Mindset
• Business Modeling
• Pricing & Commercial Structuring
• Business Case Development
• Financial Modeling
• Partnership Negotiation
• Agreement Closure
• Deal Leadership
• Negotiation
• Cross-Functional Coordination
• Stakeholder Management
• Partner Offering Development
• Go-to-Market Strategy
• Communication
• Slide Craft
• Executive Influence
• Business Value Storytelling
• Dual-Audience Communication
• Executive Presence
• AI-Augmented Productivity
• Business & Commercial Acumen
• Partnership agreement structuring
• Technical Fluency
• AI infrastructure
• Inference
• Agentic architectures
• Google Slides
• PowerPoint
• Partner Ecosystem Knowledge
• GSI Technology Stacks
• Identity & Access Management (IAM)
• Cloud-Native AI Services
• Prisma AIRS
• Next-Generation Firewalls (NGFW)
• CDSS (Cloud-Delivered Security Services)
• AI Gateway Configuration
• Prompt inspection
• Response filtering
• Runtime control mechanisms
• GSI Technology Stacks
• Identity & Access Management (IAM)
• Cloud-Native AI Services
• Cybersecurity
• AI infrastructure
• Enterprise software partnerships
• ISV partnerships
• OEM agreements
• Cloud marketplace listings
• Product Management

Location

• Remote (US)
• Santa Clara
• Plano
• Reston
• New York

Work Type

• Remote
• Hybrid

Experience Level

• Manager
• Senior Manager

Education Level

• Bachelor's degree
• MBA

Benefits

• Restricted stock units
• Bonus

About the Company

• Palo Alto Networks is united by a shared mission to protect our digital way of life.
• We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking.
• Our values include Disruption, Collaboration, Execution, Integrity, and Inclusion.
• We weave AI into the fabric of everything we do.
• We are seeking to be the cybersecurity partner of choice by trailblazing the path and shaping the future of our industry.
• We foster a culture that values trust, accountability, and shared success.

Equal Opportunity

• Palo Alto Networks is an equal opportunity employer.
• 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.
• We are committed to providing reasonable accommodations for all qualified individuals with a disability.