Communication, Slide Craft & Executive Influence
In this role, your ability to communicate with clarity and conviction - in writing, in slides, and in person - is a core competency, not a soft skill.
Business Value Storytelling:Build slides and written materials that make complex technology and commercial propositions immediately accessible to business audiences. Comfortable distilling a nuanced argument to a single clear page.
Dual-Audience Communication: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.
Executive Presence: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.
AI-Augmented Productivity:Comfortable using AI tools to accelerate research, drafting, and analysis - and critically, able to identify and correct AI-generated errors, hallucinations, and low-quality outputs before they reach partners or leadership.
CRITICAL COMPETENCIES
Business & Commercial Acumen
Opportunity sizing and market analysis
Pricing strategy and commercial model design
Financial modeling and business case development
Partnership agreement structuring and negotiation
Understanding of GSI, consulting, and ISV business models and economics
Technical Fluency
Ability to translate technology value propositions into business value propositions
Understanding of AI infrastructure, inference, and agentic architectures sufficient to engage partner technical teams
Familiarity with Prisma AIRS, NGFW, and CDSS - or demonstrated ability to acquire product depth rapidly
Comfortable using and critically evaluating AI tools in day-to-day work
Communication & Slide Craft
Exceptional written and verbal communication skills
Strong command of Google Slides and PowerPoint - able to build slides that are clean, structured, and persuasive
Ability to produce executive-quality business value narratives without extensive editing support
Hands-on: willing to draft, build, and iterate directly rather than delegating to support functions
Partner Ecosystem Knowledge
Understanding of how GSIs (Deloitte, Cognizant, NTT, Wipro) build practices and sell to enterprise customers
Familiarity with management consulting firm structures and how they develop and monetize AI offerings
Understanding of ISV go-to-market models including OEM, marketplace, and embedded integration patterns
PARTNER ECOSYSTEM SCOPE
This role will build and manage commercial partnerships across three partner categories:
Global System Integrators (GSIs)
Deloitte, Cognizant, NTT, Wipro, Infosys, and similar firms. Focus on embedding Prisma AIRS into GSI-led AI delivery practices, managed security services, and enterprise transformation programs. Deals typically involve practice development agreements, co-sell arrangements, and managed service commercials.
Management Consulting Firms
McKinsey, BCG, Accenture, and similar firms. Focus on co-developing AI security frameworks and positioning Prisma AIRS within client advisory and transformation programs. Commercial structures emphasize joint solution development, thought leadership, and referral or influence arrangements.
Technology ISVs
Enterprise AI platform providers, AI infrastructure companies, and complementary security ISVs. Focus on productized integrations, OEM arrangements, and marketplace listings that embed Prisma AIRS natively within partner platforms and distribution channels.
CRITICAL KNOWLEDGE AREAS
Prisma AIRS & Palo Alto Networks Platform - Essential
Prisma AIRS Portfolio:Technical mastery of AI Model Security, AI Red Teaming, AI Runtime Security, and AI Agent Security-including their core capabilities, deployment architectures, and API-driven interfaces.
Next-Generation Firewalls (NGFW):Command of architecture and deployment patterns across data center, cloud, and hybrid environments; specifically, how firewall policy enforcement secures enterprise AI workloads.
CDSS (Cloud-Delivered Security Services):Familiarity with Threat Prevention, DNS Security, and Advanced WildFire, with an emphasis on their application to protecting modern AI infrastructure and mission-critical workloads.
AI Gateway Configuration:Experience with inline security enforcement for LLM traffic, including prompt inspection, response filtering, and seamless integration with AIRS runtime control mechanisms.
Partner Ecosystem & Security Fundamentals - Essential
GSI Technology Stacks:Familiarity with how Deloitte, Cognizant, NTT, and Wipro architect and deliver AI solutions for enterprise clients; specifically, how they monetize and scale transformation practices.
Identity & Access Management (IAM):Knowledge of securing agent identities, service accounts, and API key lifecycles to maintain least-privilege access within complex, agentic AI ecosystems.
Cloud-Native AI Services: Command of AWS, Azure, and GCP AI/ML portfolios and their respective integration patterns with enterprise-grade security controls and enforcement mechanisms.
Qualifications
REQUIRED
Experience: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.
Business Modeling & Financial Analysis:Demonstrated ability to size markets, build financial models, develop pricing frameworks, and construct executive-quality business cases. Comfortable owning quantitative analysis end-to-end.
Negotiation & Deal Closure:Proven track record of negotiating and closing partnership agreements with senior stakeholders, navigating commercial, legal, and technical trade-offs to reach signed outcomes.
Consulting Background:Experience in management consulting or a consulting-adjacent role - bringing structured problem-solving, rigorous communication standards, and the ability to operate with ambiguity.
Technical Literacy:Sufficient technical understanding to translate AI and cybersecurity technology value propositions into business terms, engage meaningfully with partner technical teams, and evaluate integration feasibility.
Slide & Communication Craft:Strong ability to build clean, structured, persuasive slides and written materials for executive audiences. Hands-on - you build the materials yourself.
Cross-Functional Influence: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.
AI Proficiency: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.
Partner Ecosystem Knowledge: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.
PREFERRED
GSI & Consulting Sector Depth: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.
Cybersecurity or AI Domain Knowledge:Prior experience in cybersecurity, AI infrastructure, or enterprise software partnerships. Familiarity with Prisma AIRS, NGFW, or CDSS is a meaningful differentiator.
ISV & Marketplace Experience:Experience structuring ISV partnerships, OEM agreements, or cloud marketplace listings as a vehicle for commercial scale.
Product Management Exposure:Prior experience in or alongside product management, enabling strong alignment with product strategy and roadmap conversations.
Education: Bachelor's degree or higher in Business, Economics, Computer Science, Engineering, or a related field. MBA or equivalent advanced degree is a plus.
Compensation Disclosure
The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here (https://benefits.paloaltonetworks.com/) .
/yr
Our Commitment
We're trailblazers that dream big, take risks, and challenge cybersecurity's status quo. It's simple: we can't accomplish our mission without diverse teams innovating, together.
We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at accommodations@paloaltonetworks.com .
Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.
All your information will be kept confidential according to EEO guidelines.
Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.
