AI Strategic Partnerships Business Development

About this role

Our Mission

At Palo Alto Networks®, we’re 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. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place.

Who We Are

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!

This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters. Job Summary

This position can be remote anywhere in the US with a preference in Santa Clara, Plano, Reston, or New York.

This is not a traditional business development or alliances role. You will be a strategic business developer who sits at the intersection of AI security, partner ecosystems, and business model innovation. Where most partnership roles focus on relationship management, this one demands something rarer: the ability to identify a market opportunity, size it rigorously, build the business case, negotiate the deal, and then stay in the room to make sure it actually lands with customers.

Three things set this role apart: • Commercial Rigor:   You bring genuine business modeling, pricing strategy, and opportunity sizing skills - you can build a model, stress-test it, and present it to a Business leader.

• Partner Ecosystem Depth:   You understand how GSIs, management consulting firms, and technology ISVs think, sell, and build - and you know how to structure agreements that create durable, mutual value.

Technical Credibility: You can translate a technology value proposition into a business value proposition, engage a CTO in a meaningful architecture conversation.

Palo Alto Networks is seeking an AIRS Strategic Partnership Business Development Manager or Senior Manager to drive the commercial expansion of the Prisma AIRS (AI Runtime Security) portfolio through high-impact partnerships with Global System Integrators (GSIs), management consulting firms, and technology ISVs. This role sits within the AI Security Partnerships team and reports into the leadership of the AIRS strategic alliances function.

You will be responsible for the full lifecycle of AIRS partnerships - from identifying and sizing opportunities, building use cases and business models, structuring and negotiating partnership agreements, to co-developing partner offerings and taking them to market. You will work hands-on: building slides, modeling financials, drafting agreements, and collaborating with partners to shape how Prisma AIRS is packaged, priced, and sold through the partner ecosystem.

The right candidate brings a consulting background - rigorous, structured, and comfortable with ambiguity - combined with genuine curiosity about AI and a strong instinct for where technology trends create commercial opportunity. You are as comfortable building a business value slide for a partner CEO as you are walking a GSI technical architect through a Prisma AIRS integration pattern.

KEY RESPONSIBILITIES 1.  Use Case Development & Opportunity Identification The foundation of this role is the ability to identify where Prisma AIRS creates tangible value within partner-led AI deployments - and to articulate that value in commercial terms. • 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. Build credible models that withstand scrutiny from finance and executive leadership.

• Market Signal Translation:   Stay ahead of developments in AI infrastructure, agentic systems, and enterprise AI adoption to identify where new use cases and partnership opportunities are emerging before they become obvious.

• Experimentation Mindset:   Actively experiment with new use case hypotheses - engaging partners in structured pilots and POCs - to validate commercial potential before committing to full partnership structures.

2.  Business Modeling, Pricing & Business Case Development You will own the financial and commercial architecture of AIRS partnerships, ensuring every deal is grounded in a rigorous, credible business case. • Business Model Design:   Develop and evaluate partnership business models - including resell, co-sell, embedded OEM, and managed service structures - that align partner incentives with Prisma AIRS growth objectives.

• Pricing & Commercial Structuring:   Define pricing frameworks, discount structures, and revenue-sharing models for partner-led AIRS offerings. Ensure commercial terms are competitive, scalable, and operationally viable.

• Business Case Development:   Build compelling, data-driven business cases for partnership investments - covering market opportunity, revenue potential, cost to serve, and strategic rationale - tailored for both internal approval and partner alignment.

• Financial Modeling:   Construct detailed financial models that project partnership revenue, partner economics, and return on investment across different growth scenarios. Comfortable owning a model en

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