Director of Business Development Tech Partnerships Strategic Alliances

Our Mission

At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place.

Who We Are

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!

We believe collaboration thrives in person. That’s why most of our teams work from the office full time, with flexibility when it’s needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes.

Job Summary

The Team

Strategy or Business Operations - Our Strategy and Business Operations is a focused team that works on our most critical business challenges to drive and support our industry-leading growth. Your efforts will directly affect the overall strategy and success of a world-leading cybersecurity business. You will collaborate on complex business and technology problems that are top of mind for our executives. You possess a unique blend of business insight, business strategy experience, big-picture thinking, and influencing skills and the ability to collaborate with a large number of constituents within Palo Alto Networks.

Job Summary

At Palo Alto Networks (PANW), we are securing the future of AI. We are looking for a dynamic, highly motivated Business Development Lead to take the helm of our strategic NVIDIA alliance. In this role, you will be the strategic architect of our joint market offerings and Go-To-Market (GTM) motions, collaborating deeply with NVIDIA and our partner ecosystem to develop compelling, validated customer outcomes. You will enable PANW sellers and System Integrator (SI) partners to take these joint solutions to market, targeting Network Cloud Providers, telecommunications carriers, and enterprise accounts.

Key Responsibilities

• Collaborate with Product Management (PM), Product Marketing (PMM), and marketing teams to craft the commercial joint value proposition and GTM frameworks for securing AI environments.

• Create the business blueprints, GTM architectures, and partner sales plays that clearly demonstrate how to monetize and sell joint AI Factory and Edge compute solutions.

• Advise internal product and pricing teams on the commercial features and consumption models required to drive market adoption among AI-forward organizations.

• Lead collaborations with NVIDIA’s alliance and business teams to build unique, sellable solution offerings that leverage the strategic strengths of both companies.

• Define sales plays, GTM execution plans, partner incentives, and commercial enablement frameworks.

• Interpret NVIDIA's business and channel requirements, translating them for internal stakeholders to ensure our sales organizations are equipped to support AI-centric use cases.

• Support PMM and marketing teams in creating highly effective sales collateral, including executive pitch decks, joint solution briefs, and battlecards.

• Work seamlessly with Account Managers, Sales Leaders, Marketing, and Channel Partners globally to drive joint pipeline, revenue, and growth for AI security.

Qualifications

Required Qualifications

• Proven experience in strategic alliances, business development, or partner-driven GTM within the cybersecurity, telecom/carrier, or AI/infrastructure space.

• Strong working knowledge of the NVIDIA commercial ecosystem, including their GTM motions around AI Factories, AI frameworks, and Edge compute, as well as their OEM and GSI partner landscape.

• Solid understanding of the enterprise network security (NetSec) market, including Next-Generation Firewalls (NGFW) and cloud security business models.

• A track record of translating complex technical integrations into repeatable, sellable business outcomes, sales plays, and customer-facing commercial documentation.

• Demonstrated experience leveraging AI tools and platforms (e.g., generative AI, AI-driven market research) in your daily workflow to accelerate GTM planning, content creation, or business development processes.

• Demonstrated success working strategically with complex channels and routes to market ecosystems, including GSIs, NCPs, telecommunications carriers, and hardware OEMs.

• Exceptional presentation skills, with the ability to articulate complex business strategies to executive stakeholders, field sales teams, and external partners.

• A natural self-starter and a true team player who thrives in a highly collaborative, matrixed environment.

Preferred Qualifications

• Experience working in a 'two-in-the-box' model with a technical engineering counterpart.

• Direct experience developing GTM strategies for both Network Cloud Providers (NCPs) and telecommunications carriers.

• Experience building business cases and ROI models to showcase the financial impact of AI security solutions.

• Experience in a role that required mentoring or championing a partnership internally to field sales teams.

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.

$212,000.00 - $292,000.00/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  [email protected].

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?: Yes