Note: The job is a remote job and is open to candidates in USA. Palo Alto Networks is a cybersecurity company dedicated to protecting digital lifestyles through innovative technology. They are seeking a Senior Manager for AI Strategic Partnerships Business Development to drive commercial expansion through partnerships with Global System Integrators and technology ISVs, focusing on business modeling, opportunity identification, and partnership negotiations.
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
- 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
- Actively experiment with new use case hypotheses - engaging partners in structured pilots and POCs - to validate commercial potential before committing to full partnership structures
- 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
- Define pricing frameworks, discount structures, and revenue-sharing models for partner-led AIRS offerings
- 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
- Construct detailed financial models that project partnership revenue, partner economics, and return on investment across different growth scenarios
- Drive partnership engagements from initial outreach through signed agreement - owning the commercial narrative, managing partner stakeholders, and keeping momentum through complexity
- Lead commercial negotiations with senior partner stakeholders including Heads of Alliances, Chiefs of Strategy, and General Counsel
- 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 as peers
- Co-develop partner-specific Prisma AIRS offerings - defining the service scope, packaging, pricing, and value proposition - tailored to how each partner type (GSI, consulting firm, ISV) goes to market
- Build and execute joint go-to-market plans with partners, including co-marketing commitments, sales enablement, pipeline targets, and customer success milestones
- Develop partner-facing commercial materials - business value slides, ROI frameworks, pricing summaries, and solution briefs - that equip partner sales and consulting teams to position Prisma AIRS effectively
- Support partners in customer-facing settings - from executive briefings to commercial conversations - helping to close lighthouse deals that serve as the proof points for broader partner adoption
- Build slides and written materials that make complex technology and commercial propositions immediately accessible to business audiences
- Able to move fluidly between technical and business audiences - presenting an architecture diagram to a partner CTO and a revenue model to a partner CFO in the same day, adjusting register and depth accordingly
- Communicate with senior stakeholders - internally across marketing, finance, legal, and technology, and externally at partner organizations - with the gravitas and clarity expected at the VP and C-suite level
Skills
- 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. Comfortable owning quantitative analysis end-to-end
- Proven track record of negotiating and closing partnership agreements with senior stakeholders, navigating commercial, legal, and technical trade-offs to reach signed outcomes
- 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. Hands-on - you build the materials yourself
- 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. Critically, 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 - and how to structure partnerships that create value within their business models
- Direct experience working at or extensively with major GSIs or top-tier management consulting firms, with a clear understanding of their practice economics, delivery models, and partner procurement processes
- Prior experience in cybersecurity, AI infrastructure, or enterprise software partnerships. Familiarity with Prisma AIRS, NGFW, or CDSS is a meaningful differentiator
- Experience structuring ISV partnerships, OEM agreements, or cloud marketplace listings as a vehicle for commercial scale
- Prior experience in or alongside product management, enabling strong alignment with product strategy and roadmap conversations
Company Overview