Business Development Leader Security Palo Alto

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.