AI Strategic Partnerships Business Development

Job Summary This role is a Strategic Partnership Business Development Manager (or Senior Manager) focusing on the Prisma AIRS (AI Runtime Security) portfolio. You will sit at the intersection of AI security, partner ecosystems, and business model innovation, moving opportunities from ideation to market—identifying and sizing prospects, building use cases, structuring and negotiating partnerships, and co‑developing offerings with global system integrators, consulting firms, and technology ISVs. Key Responsibilities Use Case Development & Opportunity Identification Use Case Discovery: Identify, develop, and document compelling use cases for Prisma AIRS across GSI, consulting, and ISV partner contexts—covering AI model security, agent security, runtime protection, and red teaming.

Opportunity Sizing: Rigorously size partnership opportunities using market data, customer segmentation, and partner revenue analysis to build credible models. Market Signal Translation: Stay ahead of AI infrastructure developments to spot emerging partnership opportunities before they become obvious. Experimentation Mindset: Engage partners in structured pilots and POCs to validate commercial potential before committing to full partnership structures.

Business Modeling, Pricing & Business Case Development Business Model Design: Evaluate partnership models (resell, co‑sell, OEM, managed service) aligned with partner incentives and Prisma AIRS growth objectives. Pricing & Commercial Structuring: Define pricing frameworks, discount structures, and revenue‑sharing models for partner‑led offerings. Business Case Development: Build data‑driven business cases covering market opportunity, revenue potential, cost to serve, and strategic rationale.

Financial Modeling: Construct detailed financial models projecting partnership revenue, partner economics, and ROI across growth scenarios. Partnership Negotiation & Agreement Closure Deal Leadership: Own partnership engagements from outreach to signed agreement, managing partner stakeholders and maintaining momentum. Negotiation: Lead commercial negotiations with senior partner stakeholders to secure mutually beneficial outcomes.

Cross‑Functional Coordination: Work with marketing, finance, legal, and technology teams to align on deal structure, approval, and execution. Stakeholder Management: Build and sustain senior relationships across partner organizations, engaging peers in marketing, finance, legal, and technology. Partner Offering Development & Go‑to‑Market Partner Offering Design: Co‑develop partner‑specific Prisma AIRS offerings—defining scope, packaging, pricing, and value proposition.

Joint GTM Planning: Build and execute joint go‑to‑market plans with partners, including co‑marketing, sales enablement, pipeline targets, and success milestones. Commercial Enablement: Develop partner-facing materials—business value slides, ROI frameworks, pricing summaries, solution briefs—to equip sales and consulting teams. Customer Engagement: Support partners in customer‑facing settings to close lighthouse deals that demonstrate broader partner adoption.

Communication, Slide Craft & Executive Influence Business Value Storytelling: Build slides and written materials that translate complex technology and commercial propositions into clear, actionable insights. Dual‑Audience Communication: Adapt presentations and written pieces for both technical and business audiences. Executive Presence: Communicate with senior stakeholders internally and externally with clarity and gravitas expected at VP and C‑suite levels.

AI‑Augmented Productivity: Use AI tools to accelerate research and drafting while critically assessing and correcting AI‑generated content. Critical Competencies Business & Commercial Acumen Opportunity sizing and market analysis Pricing strategy and commercial model design Financial modeling and business case development Partnership agreement structuring and negotiation Understanding of GSI, consulting, and ISV business models and economics Technical Fluency Translate technology value propositions into business value propositions Understand AI infrastructure, inference, and agentic architectures sufficient to engage technical teams Familiarity with Prisma AIRS, NGFW, and CDSS—or ability to acquire product depth rapidly Use and critique AI tools in day‑to‑day work Communication & Slide Craft Exceptional written and verbal communication skills Strong command of Google Slides and PowerPoint, producing clean, persuasive slides Produce executive‑quality business value narratives with minimal editing Hands‑on creation and iteration of materials Partner Ecosystem Knowledge Understand how GSIs, consulting firms, and ISVs build practices and sell to enterprise customers Partner Ecosystem Scope Global System Integrators (GSIs): Deloitte, Cognizant, NTT, Wipro, Infosys, and similar firms—embedding Prisma AIRS into AI delivery practices, managed security services, and transformation programs via practice development agreements, co‑sell arrangements, and managed service commercials. Management Consulting Firms: McKinsey, BCG, Accenture, and similar firms—co‑developing AI security frameworks and positioning Prisma AIRS within advisory and transformation programs; structures emphasize joint solution development, thought leadership, and referral or influence arrangements.

Technology ISVs: Enterprise AI platform, AI infrastructure, and complementary security ISVs—productized integrations, OEM arrangements, and marketplace listings embedding Prisma AIRS natively within partner platforms and distribution channels. Critical Knowledge Areas Prisma AIRS & Palo Alto Networks Platform Technical mastery of AI Model Security, AI Red Teaming, AI Runtime Security, and AI Agent Security. Next‑Generation Firewalls (NGFW) architecture and deployment patterns.

CDSS familiarity—Threat Prevention, DNS Security, Advanced WildFire. AI Gateway Configuration—inline security enforcement for LLM traffic, prompt inspection, response filtering, and integration with AIRS controls. Partner Ecosystem & Security Fundamentals GSI Technology Stacks—knowledge of Deloitte, Cognizant, NTT, and Wipro AI solution delivery.

Identity & Access Management (IAM)—security of agent identities, service accounts, API key lifecycles within agentic AI ecosystems. Cloud‑Native AI Services Command of AWS, Azure, and GCP AI/ML portfolios and their integration patterns with security controls. Required Qualifications 8+ years in strategic business development, partnerships, or a related field with a track record of closing complex agreements.

Business modeling and financial analysis—ability to size markets, build financial models, create pricing frameworks, and produce executive business cases. Negotiation and deal closure—proven record of negotiating and closing partnership agreements with senior stakeholders. Consulting background—structured problem‑solving, rigorous communication, and comfort with ambiguity.

Technical literacy to translate AI/security technology into business terms and evaluate integration feasibility. Slide and communication craft—build clean, persuasive slides and written materials for executive audiences. Cross‑functional influence—experience working with marketing, finance, legal, and technology teams to execute complex deals.

AI proficiency—actively use AI tools, critically assess output, and correct errors. Partner ecosystem knowledge—understand GSIs, consulting firms, and ISVs’ business models and partnership structuring. Preferred Qualifications Direct experience with major GSIs or top-tier consulting firms, including practice economics and procurement processes.

Cybersecurity or AI domain knowledge—experience with Prisma AIRS, NGFW, or CDSS. ISV and marketplace experience—structuring OEM agreements or cloud marketplace listings. Product management exposure—able to align with product strategy and roadmap conversations.

Education Bachelor’s degree or higher in Business, Economics, Computer Science, Engineering, or a related field. MBA or equivalent advanced degree is a plus. Compensation Disclosure The compensation range for this position is $171,800.00 – $277,925.00 per year.

Compensation may also include restricted stock units and a bonus. Employee benefits are available and detailed on our benefits page. EEO Statement Palo Alto Networks is an equal opportunity employer.

We celebrate diversity in our workplace and 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. If you require assistance due to a disability or a special need, please contact us at accommodations@paloaltonetworks.com.

All your information will be kept confidential according to EEO guidelines. Is role eligible for Immigration Sponsorship? No.

We will not sponsor applicants for work visas for this position. #J-18808-Ljbffr