AI Strategic Partnerships Solution Architect

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!

This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters.

Job Summary This position can be remote anywhere in the US with a preference in Santa Clara, Plano, Reston, or New York.

Product / Partnership Strategy and Execution:

Collaborate with PM as a peer in defining the product strategy and own the partnership strategy and execution plan.

Consistently articulates understanding of customer needs and wants through research and identifies large and ambiguous problem statements to drive outcomes. The person should be able to clearly craft value for the customer,value for the partner and value for Palo Alto Networks.

Own the partnership roadmap, technical and business plan. Collaborate with TME and engineering in building technology value propositions, demos with partners

Drive pricing,design and architecture discussions with PM as a peer with the ability to influence and pivot the product roadmap within Palo Alto Networks and the ISV partner

Creates market positioning for the joint solution with the partner; leverages AI to test positioning and implications; independently advocates and differentiates to lead the market with a joint solution

Proactively sets challenging solution goals for Palo Alto Networks and the partner, aligns partners on tradeoffs, and drives cross-functional decisions to execution with clear ownership and accountability.

Builds trust and relationships, understands motivations, and influences through collaboration and evidence to align teams on key decisions. Role will involve working with product counsel, legal teams that support partnerships,marketing.

Demonstrates cross-domain mastery and manages tradeoff decisions to address technical debt and sustain long-term feature velocity across solutions. This will be crucial in working with ISV partners and frontier model providers as the person will need to be the bridge between multiple product management teams on the Palo Alto Networks side and the partner side Influences senior leaders at Palo Alto Networks and the partner without authority by navigating resistance through strategic persuasion and empathy, aligning stakeholders on priorities, decisions, and execution commitments.

Solution Architecture & Technical BlueprintsA core deliverable of this role is the continuous creation of architecture artifacts that make Prisma AIRS tangible and deployable for partners and their customers.

Data driven Builder:
Synthesizes complex data into decision-ready narratives for solution vision and strategy tailored to each audience, securing clear next steps and owners.

Architecture…