Business Development Leader Security Palo Alto

A career in IBM Consulting is built on long-term client relationships and close collaboration worldwide. You'll work with leading companies across industries, helping them shape their hybrid cloud and AI journeys. With support from our strategic partners, robust IBM technology, and Red Hat, you'll have the tools to drive meaningful change and accelerate client impact. At IBM Consulting, curiosity fuels success. You'll be encouraged to challenge the norm, explore new ideas, and create innovative solutions that deliver real results. Our culture of growth and empathy focuses on your long-term career development while valuing your unique skills and experiences. IBM is looking for a Business Development Leader to own and grow its strategic partnership with Palo Alto Networks across IBM's cybersecurity portfolio in Public markets across US (State, Healthcare and Lifesciences). Sitting at the intersection of IBM Consulting, IBM Security, and one of the world's leading cybersecurity platforms, you will be the primary driver of joint pipeline, co-sell motions, and go-to-market execution between the two organizations. This is a high-visibility, high-impact role — you are IBM's face to Palo Alto Networks and the internal champion ensuring the alliance delivers measurable revenue and client outcomes.  Your responsibilities include:  Alliance & Partnership Management Serve as IBM's primary relationship owner with Palo Alto Networks — spanning sales, product, and executive stakeholders. Develop and execute a joint business plan with clearly defined revenue targets, pipeline goals, and GTM priorities. Manage alliance governance cadences — QBRs, executive briefings, co-sell reviews, and partner planning sessions. Revenue & Pipeline Generation Build and manage a joint opportunity pipeline across IBM's enterprise and public sector client base. Drive co-sell motions with Palo Alto Networks field sales teams to accelerate deal velocity and increase average deal size. Identify and pursue net-new revenue opportunities where Palo Alto Networks technology (SASE, Prisma Cloud, Cortex XDR, Cortex XSIAM) augments IBM Security and IBM Consulting offerings. Go-to-Market Execution Design and launch joint GTM programs — including solution bundles, industry plays, and demand generation campaigns. Collaborate with IBM Consulting to embed Palo Alto Networks solutions into managed security service offerings and client engagements. Enable IBM sellers on Palo Alto Networks' portfolio, competitive differentiators, and joint value propositions. Internal Advocacy Act as the internal champion for the Palo Alto Networks alliance — influencing resource allocation, investment priorities, and executive sponsorship. Work cross-functionally with IBM Legal, Finance, Procurement, and Technical teams to structure and operationalize partnership agreements. Market & Competitive Intelligence Track trends in the cybersecurity landscape (Zero Trust, SASE, AI-driven SOC, cloud security) to identify emerging joint opportunities.  This job can be performed from anywhere in the U.S. 8–12+ years in business development, strategic alliances, or technology partnerships — within cybersecurity or enterprise software. Direct experience managing or co-selling with ISV/technology alliances at scale (Palo Alto Networks experience strongly preferred). Demonstrated ability to build joint pipelines and close co-sell deals in complex, multi-stakeholder environments. Deep understanding of the Palo Alto cybersecurity technology stack — Palo Cortex XDR, Cloud, XSOAR, XSIAM, ACCESS, STRATA. Executive presence and the ability to influence at both IBM VP/Partner and Palo Alto Networks regional leadership levels. Strong commercial acumen — able to structure deal economics, track alliance ROI, and report to senior leadership.   Prior experience at a large systems integrator, consulting firm (Big 4 / GSI), or cybersecurity vendor Familiarity with Palo Alto's Security Products and IBM Security Services Offerings Experience with partner program frameworks — MSSP, co-sell, resell, OEM. MBA or equivalent advanced degree. United States Project Management Hybrid Professional No City, US No City (0147) International Business Machines Corporation Consulting Economics Enterprise Software Leadership Partnerships Pipelines Security Strategic Alliances Cybersecurity Influencing Security Services Return on Investment Analysis Big Four Independent Software Vendor Original Equipment Manufacturer Palo Alto Networks Cortex XDR Scale Executive Presence Technology