AI Strategic Partnerships, Business Development

Palo Alto Networks

Strategic Business Developer focusing on expanding AI Runtime Security partnerships for Palo Alto Networks. Engaging with Global System Integrators and technology firms, driving business case development and partnership negotiations.

Posted 6/26/2026full-timeRemote • California, New York, Virginia • 🇺🇸 United StatesSeniorLead💰 $171,800 - $277,925 per yearWebsite

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

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
Develop and evaluate partnership business models
Define pricing frameworks, discount structures, and revenue-sharing models for partner-led AIRS offerings
Drive partnership engagements from initial outreach through signed agreement
Co-develop partner-specific Prisma AIRS offerings
Build and execute joint go-to-market plans with partners

Requirements

What you’ll need

8+ years of experience in strategic business development, partnerships, management consulting, or a combination
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
Sufficient technical understanding to translate AI and cybersecurity technology value propositions into business terms
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

Benefits

Comp & perks

Health insurance
401(k) matching
Flexible work hours
Paid time off
Remote work options

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

business developmentmarket sizingfinancial modelingpricing frameworksbusiness case developmentnegotiationpartnership agreementsAI technology understandingcybersecurity technology understandinggo-to-market strategy

Soft Skills

strategic thinkingpersuasive communicationstakeholder managementcross-functional collaborationexecutive presentation skillsanalytical skillsproblem-solvingrelationship buildingproject managementadaptability