AI Strategic Partnerships Business Development

Job Summary

This role is a Strategic Partnership Business Development Manager (or Senior Manager) focusing on the Prisma AIRS (AI Runtime Security) portfolio. You will sit at the intersection of AI security, partner ecosystems, and business model innovation, moving opportunities from ideation to market—identifying and sizing prospects, building use cases, structuring and negotiating partnerships, and co‑developing offerings with global system integrators, consulting firms, and technology ISVs.

• Use Case Development & Opportunity Identification
  • Use Case Discovery:
    Identify, develop, and document compelling use cases for Prisma AIRS across GSI, consulting, and ISV partner contexts—covering AI model security, agent security, runtime protection, and red teaming.
  • Opportunity Sizing:
    Rigorously size partnership opportunities using market data, customer segmentation, and partner revenue analysis to build credible models.
  • Market Signal Translation:
    Stay ahead of AI infrastructure developments to spot emerging partnership opportunities before they become obvious.
  • Experimentation Mindset:
    Engage partners in structured pilots and POCs to validate commercial potential before committing to full partnership structures.
• Business Modeling, Pricing & Business Case Development
  • Business Model Design:
    Evaluate partnership models (resell, co‑sell, OEM, managed service) aligned with partner incentives and Prisma AIRS growth objectives.
  • Pricing & Commercial Structuring:
    Define pricing frameworks, discount structures, and revenue‑sharing models for partner‑led offerings.
  • Business Case Development:
    Build data‑driven business cases covering market opportunity, revenue potential, cost to serve, and strategic rationale.
  • Financial Modeling:
    Construct detailed financial models projecting partnership revenue, partner economics, and ROI across growth scenarios.
• Partnership Negotiation & Agreement Closure
  • Deal Leadership:
    Own partnership engagements from outreach to signed agreement, managing partner stakeholders and maintaining momentum.
  • Negotiation:
    Lead commercial negotiations with senior partner stakeholders to secure mutually beneficial outcomes.
  • Cross‑Functional Coordination:
    Work with marketing, finance, legal, and technology teams to align on deal structure, approval, and execution.
  • Stakeholder Management:
    Build and sustain senior relationships across partner organizations, engaging peers in marketing, finance, legal, and technology.
• Partner Offering Development & Go‑to‑Market
  • Partner Offering Design:
    Co‑develop partner‑specific Prisma AIRS offerings—defining scope, packaging, pricing, and value proposition.
  • Joint GTM Planning:
    Build and execute joint go‑to‑market plans with partners, including co‑marketing, sales enablement, pipeline targets, and success milestones.
  • Commercial Enablement:
    Develop partner-facing materials—business value slides, ROI frameworks, pricing summaries, solution briefs—to equip sales and consulting teams.
  • Customer Engagement:
    Support partners in customer‑facing settings to close lighthouse deals that demonstrate broader partner adoption.
• Communication, Slide Craft & Executive Influence
  • Business Value Storytelling:
    Build slides and written materials that translate complex technology and commercial propositions into clear, actionable insights.
  • Dual‑Audience Communication:
    Adapt presentations and written pieces for both technical and business audiences.
  • Executive Presence:
    Communicate with senior stakeholders internally and externally with clarity and gravitas expected at VP and C‑suite levels.
  • AI‑Augmented Productivity:
    Use AI tools to accelerate research and drafting while critically assessing and correcting AI‑generated content.

• 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
  • Translate technology value propositions into business value propositions
  • Understand AI infrastructure, inference, and agentic architectures sufficient to…