AI Partnerships & Growth Strategist (Remote)

Palo Alto Networks; Reston (VA); On-site; USD 140,000 - 190,000; Full time

Job summary

Palo Alto Networks is seeking an AIRS Strategic Partnership Business Development Manager or Senior Manager to drive the commercial expansion of the Prisma AIRS portfolio through Global System Integrators, management consultancies, and technology ISVs. This role sits within the AI Security Partnerships team and reports to AIRS leadership.

You will own the full lifecycle of AIRS partnerships—from identifying opportunities, sizing them, building business models, to negotiating and closing

Qualifications

• 8+ years in strategic business development or partnerships with multi-stakeholder deals.
• Ability to size markets, build financial models, and develop executive-level business cases.
• Proven negotiation skills with senior leaders across finance, legal, and marketing.
• Consulting background with structured problem-solving and comfort with ambiguity.
• Technical literacy to translate AI/cybersecurity value into business terms.
• Strong slide and written communication, often creating materials yourself.
• Experience working across marketing, finance, legal, and technology teams.
• Familiarity with partner ecosystems: GSIs, consulting firms, and ISVs.
• Proficiency in AI tools and understanding of AI-enabled security is a plus.

Responsibilities

• Identify and size partnership opportunities with GSI, consulting, and ISV partners.
• Develop pricing frameworks, revenue-sharing, and commercial models for AIRS offerings.
• Lead deal negotiations and drive from outreach to signed agreement.
• Collaborate with cross-functional teams to align on GTM, legal, and implementation.
• Create executive-ready materials and help close lighthouse deals.

Job description

Palo Alto Networks is seeking an AIRS Strategic Partnership Business Development Manager or Senior Manager to drive the commercial expansion of the Prisma AIRS portfolio through Global System Integrators, management consultancies, and technology ISVs. This role sits within the AI Security Partnerships team and reports to AIRS leadership.

You will own the full lifecycle of AIRS partnerships—from identifying opportunities, sizing them, building business models, to negotiating and closing