Business Development Leader Security Palo Alto

International Business Machines Corporation; New York (NY); Remote; USD 140,000 - 190,000; Full time

Job summary

IBM Consulting is seeking a Business Development Leader to own and grow the alliance with Palo Alto Networks across IBM's cybersecurity portfolio in the U.S. market.

You will drive joint pipeline, co-sell motions, and go-to-market execution, partnering with IBM Consulting and IBM Security to deliver measurable revenue and client outcomes. This role requires 8–12+ years in business development or technology partnerships, with strong executive presence and the ability to influence across IBM and

Qualifications

• 8–12+ years in business development, strategic alliances, or technology partnerships.

Responsibilities

• Own and grow the Palo Alto Networks alliance across IBM's cybersecurity portfolio.
• Build and manage joint pipeline and revenue targets with co-sell motions.
• Design and execute joint GTM programs and demand generation initiatives.
• Act as internal champion for the alliance, coordinating across Legal, Finance, Procurement, and Tech teams.
• Monitor market trends and identify emerging opportunities in cybersecurity.

Skills

Strategic partnerships

Pipeline development

Executive influence

Cross-functional collaboration

Education

MBA or equivalent

Job description

Introduction

A career in IBM Consulting is built on long-term client relationships and close collaboration worldwide. You'll work with leading companies across industries, helping them shape their hybrid cloud and AI journeys. With support from our strategic partners, robust IBM technology, and Red Hat, you'll have the tools to drive meaningful change and accelerate client impact. At IBM Consulting, curiosity fuels success. You'll be encouraged to challenge the norm, explore new ideas, and create innovative solutions that deliver real results. Our culture of growth and empathy focuses on your long-term career development while valuing your unique skills and experiences.

Introduction

A career in IBM Consulting is built on long-term client relationships and close collaboration worldwide. You'll work with leading companies across industries, helping them shape their hybrid cloud and AI journeys. With support from our strategic partners, robust IBM technology, and Red Hat, you'll have the tools to drive meaningful change and accelerate client impact. At IBM Consulting, curiosity fuels success. You'll be encouraged to challenge the norm, explore new ideas, and create innovative solutions that deliver real results. Our culture of growth and empathy focuses on your long-term career development while valuing your unique skills and experiences.

Your Role And Responsibilities

IBM is looking for a Business Development Leader to own and grow its strategic partnership with Palo Alto Networks across IBM's cybersecurity portfolio in Public markets across US (State, Healthcare and Lifesciences). Sitting at the intersection of IBM Consulting, IBM Security, and one of the world's leading cybersecurity platforms, you will be the primary driver of joint pipeline, co-sell motions, and go-to-market execution between the two organizations.

This is a high-visibility, high-impact role — you are IBM's face to Palo Alto Networks and the internal champion ensuring the alliance delivers measurable revenue and client outcomes.

Your Responsibilities Include

Alliance & Partnership Management

• Serve as IBM's primary relationship owner with Palo Alto Networks — spanning sales, product, and executive stakeholders.
• Develop and execute a joint business plan with clearly defined revenue targets, pipeline goals, and GTM priorities.
• Manage alliance governance cadences — QBRs, executive briefings, co-sell reviews, and partner planning sessions.

Revenue & Pipeline Generation

• Build and manage a joint opportunity pipeline across IBM's enterprise and public sector client base.
• Drive co-sell motions with Palo Alto Networks field sales teams to accelerate deal velocity and increase average deal size.
• Identify and pursue net-new revenue opportunities where Palo Alto Networks technology (SASE, Prisma Cloud, Cortex XDR, Cortex XSIAM) augments IBM Security and IBM Consulting offerings.

Go-to-Market Execution

• Design and launch joint GTM programs — including solution bundles, industry plays, and demand generation campaigns.
• Collaborate with IBM Consulting to embed Palo Alto Networks solutions into managed security service offerings and client engagements.
• Enable IBM sellers on Palo Alto Networks' portfolio, competitive differentiators, and joint value propositions.

Internal Advocacy

• Act as the internal champion for the Palo Alto Networks alliance — influencing resource allocation, investment priorities, and executive sponsorship.
• Work cross-functionally with IBM Legal, Finance, Procurement, and Technical teams to structure and operationalize partnership agreements.

Market & Competitive Intelligence

• Track trends in the cybersecurity landscape (Zero Trust, SASE, AI-driven SOC, cloud security) to identify emerging joint opportunities.

This job can be performed from anywhere in the U.S.

Required Technical And Professional Expertise

• 8–12+ years in business development, strategic alliances, or technology partnerships — within cybersecurity or enterprise software.
• Direct experience managing or co-selling with ISV/technology alliances at scale (Palo Alto Networks experience strongly preferred).
• Demonstrated ability to build joint pipelines and close co-sell deals in complex, multi-stakeholder environments.
• Deep understanding of the Palo Alto cybersecurity technology stack — Palo Cortex XDR, Cloud, XSOAR, XSIAM, ACCESS, STRATA.
• Executive presence and the ability to influence at both IBM VP/Partner and Palo Alto Networks regional leadership levels.
• Strong commercial acumen — able to structure deal economics, track alliance ROI, and report to senior leadership.

Preferred Technical And Professional Experience

• Prior experience at a large systems integrator, consulting firm (Big 4 / GSI), or cybersecurity vendor
• Familiarity with Palo Alto's Security Products and IBM Security Services Offerings
• Experience with partner program frameworks — MSSP, co-sell, resell, OEM.
• MBA or equivalent advanced degree.