Santa Clara, California, United States Business Development - Technical Solutions Ref ID: JR-017503
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
Job Summary
We are seeking an experienced and highly strategic Technical Director, Technology Partnerships to lead and expand our integrations and go-to-market (GTM) strategy with our most strategic technology alliances. In this role, you will be the central coordinator and technical visionary behind our partnerships with major Cloud Service Providers (AWS, Google Cloud, Azure) and leading AI/ML platforms (NVIDIA, Databricks, Snowflake, Hugging Face, IBM, and more). As a key leader in the ecosystem, you will incubate and validate partner use cases, define clear technical strategies across the portfolio, and act as the technical heart of our AI security initiatives (including Prisma AIRS). You will manage a team of Partner Engineers, ensuring the successful design and delivery of robust integrations, while also driving field enablement and creating compelling technical content to position us as the AI Security partner of choice.
Key Responsibilities
Partnership Frameworks: Develop and implement repeatable partnership frameworks by leveraging proven successful patterns established with strategic tech partners. Drive joint selling motions and GTM strategies.
AI Security Evangelism: Collaborate with top AI companies to create compelling technical stories on AI security. Evangelize our AI solutions (Prisma AIRS) with strategic partners and CSPs through webinars, blogs, and industry events.
Technical Execution & Special Projects: Lead the technical execution of special cross-portfolio projects (e.g., Cloud on Cortex convergence, AI Gateway integrations, model scanning, and red-teaming) and build technical content for strategic partnerships.
Telemetry & Metrics: Identify telemetry internally and externally with partners to prioritize strategic partner GTM opportunities and maintain metrics of our success in the field.
Field Enablement: Organize hands-on workshops and technical enablement programs for Sales, GTM, and Marketing teams to ensure they can effectively position and sell combined solutions. Support customer calls, meetings, EBCs, etc. providing technical and business details on the value the joint solution offers
Team Leadership: Manage and mentor Senior Partner Engineers, providing guidance on complex integration design, development support, and escalation workflows.
Product Strategy: Act as the voice of our partners to internal Product and Engineering teams, providing critical feedback to influence the integration and feature roadmap.
Qualifications
Required Qualifications
6+ years of experience in a technical, partner, or customer-facing role such as Technical Director, Solutions Architect, or Partner Engineer within the cybersecurity industry.
Demonstrable expertise in cloud security and modern AI/ML lifecycles (e.g., foundational models, agentic workflows, AI gateways).
Proven track record of working directly with technology alliance partners (CSPs, AI platforms) on joint solution development, technical enablement, and co-marketing initiatives.
Strong ability to architect complex technical solutions and translate them into compelling, market-ready messaging (solution briefs, blogs, presentations).
Exceptional written and verbal communication skills, with the ability to articulate complex technical concepts clearly to both developers and C-level executives.
Experience in managing technical teams or leading cross-functional technical projects.
Preferred Qualifications
Direct experience building integrations or strategic partnerships with CSPs and/or large ISVs.
Deep understanding of APIs, Network Security, and AI tooling.
Strong program management skills with a focus on data-driven GTM outcomes.
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.
$194,000.00 - $265,500.00/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
