Director, Business Development Tech Partnerships Strategic Alliances (NVIDIA)

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 document