AI Strategic Partnerships Business Development

Palo Alto Networks•Austin, TX

13h•Remote

About The Position

This role is a strategic business developer at the intersection of AI security, partner ecosystems, and business model innovation. It requires identifying market opportunities, sizing them, building business cases, negotiating deals, and ensuring successful implementation with customers. The position demands commercial rigor, a deep understanding of partner ecosystems (GSIs, consulting firms, technology ISVs), and technical credibility to translate technology value into business value. The role is responsible for the full lifecycle of partnerships for the Prisma AIRS (AI Runtime Security) portfolio, including identifying opportunities, building use cases and business models, structuring and negotiating agreements, and co-developing partner offerings for market launch. The ideal candidate has a consulting background, is comfortable with ambiguity, possesses curiosity about AI, and can identify commercial opportunities from technology trends. The role involves hands-on work such as building slides, modeling financials, drafting agreements, and collaborating with partners on packaging, pricing, and sales strategies for Prisma AIRS. This role is remote, with hybrid teams collaborating across geographies.

Requirements

8+ years of experience in strategic business development, partnerships, management consulting, or a combination, with a 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.
Proven track record of negotiating and closing partnership agreements with senior stakeholders.
Experience in management consulting or a consulting-adjacent role, bringing structured problem-solving, rigorous communication standards, and the ability to operate with ambiguity.
Sufficient technical understanding to translate AI and cybersecurity technology value propositions into business terms, engage meaningfully with partner technical teams, and evaluate integration feasibility.
Strong ability to build clean, structured, persuasive slides and written materials for executive audiences.
Experience working across marketing, finance, legal, and technology functions to align on and execute complex partnership deals.
Actively uses AI tools to improve productivity and output quality, and understands the limitations of AI-generated content.
Understanding of how GSIs, management consulting firms, and technology ISVs operate, sell, and build, and how to structure partnerships that create value within their business models.
Technical mastery of AI Model Security, AI Red Teaming, AI Runtime Security, and AI Agent Security.
Command of Next-Generation Firewalls (NGFW) architecture and deployment patterns.
Familiarity with Cloud-Delivered Security Services (CDSS), including Threat Prevention, DNS Security, and Advanced WildFire.
Experience with inline security enforcement for LLM traffic, including prompt inspection, response filtering, and integration with AIRS runtime control mechanisms.
Familiarity with how major GSIs (Deloitte, Cognizant, NTT, Wipro) architect and deliver AI solutions.
Knowledge of securing agent identities, service accounts, and API key lifecycles.
Command of AWS, Azure, and GCP AI/ML portfolios and their integration patterns with security controls.
Bachelor's degree or higher in Business, Economics, Computer Science, Engineering, or a related field.

Nice To Haves

Direct experience working at or extensively with major GSIs or top-tier management consulting firms.
Prior experience in cybersecurity, AI infrastructure, or enterprise software partnerships.
Familiarity with Prisma AIRS, NGFW, or CDSS.
Experience structuring ISV partnerships, OEM agreements, or cloud marketplace listings.
Prior experience in or alongside product management.
MBA or equivalent advanced degree.

Responsibilities

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.
Rigorously size partnership opportunities using market data, customer segmentation, and partner revenue analysis, building credible financial models.
Stay ahead of developments in AI infrastructure, agentic systems, and enterprise AI adoption to identify emerging use cases and partnership opportunities.
Actively experiment with new use case hypotheses through structured pilots and POCs with partners 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 data-driven business cases for partnership investments, covering market opportunity, revenue potential, cost to serve, and strategic rationale.
Construct detailed financial models projecting partnership revenue, partner economics, and return on investment.
Lead partnership engagements from initial outreach through signed agreement, owning the commercial narrative and managing stakeholders.
Lead commercial negotiations with senior partner stakeholders, finding creative paths to agreement.
Work closely with marketing, finance, legal, and technology teams at Palo Alto Networks to align on deal structure, approval, and execution.
Build and sustain senior relationships across partner organizations, engaging marketing, finance, legal, and technology leaders.
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, sales enablement, and pipeline targets.
Develop partner-facing commercial materials, including business value slides, ROI frameworks, and solution briefs.
Support partners in customer-facing settings, assisting with executive briefings and commercial conversations.
Build slides and written materials that make complex technology and commercial propositions accessible to business audiences.
Communicate effectively between technical and business audiences, adjusting register and depth as needed.
Communicate with senior stakeholders internally and externally with gravitas and clarity.
Use AI tools to accelerate research, drafting, and analysis, while critically evaluating and correcting AI-generated outputs.