CyberArk

CyberArk

AI Strategic Partnerships Business Development

Plano, United States of America, USA

Sponsorship not specifiedDetected 25 days ago
Agentic AIA/B TestingStakeholder ManagementSalesBusiness DevelopmentNegotiationFinancial ModelingCustomer SuccessFirewallResearchLeadershipCommunicationCollaborationPublic SpeakingMicrosoft Office

About the role

  • This position can be remote anywhere in the US with a preference in Santa Clara, Plano, Reston, or New York.
  • This is not a traditional business development or alliances role.
  • Technical Credibility: You can translate a technology value proposition into a business value proposition, engage a CTO in a meaningful architecture conversation.

Responsibilities

  • The foundation of this role is the ability to identify where Prisma AIRS creates tangible value within partner-led AI deployments - and to articulate that value in commercial terms.
  • 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. Build credible models that withstand scrutiny from finance and executive leadership.
  • Experimentation Mindset: Actively experiment with new use case hypotheses - engaging partners in structured pilots and POCs - to validate commercial potential before committing to full partnership structures.
  • You will own the financial and commercial architecture of AIRS partnerships, ensuring every deal is grounded in a rigorous, credible business case.
  • Business Model Design: Develop and evaluate partnership business models - including resell, co-sell, embedded OEM, and managed service structures - that align partner incentives with Prisma AIRS growth objectives.
  • Pricing & Commercial Structuring: Define pricing frameworks, discount structures, and revenue-sharing models for partner-led AIRS offerings. Ensure commercial terms are competitive, scalable, and operationally viable.
  • Business Case Development: Build compelling, data-driven business cases for partnership investments - covering market opportunity, revenue potential, cost to serve, and strategic rationale - tailored for both internal approval and partner alignment.
  • Financial Modeling: Construct detailed financial models that project partnership revenue, partner economics, and return on investment across different growth scenarios. Comfortable owning a model end-to-end.
  • You will lead the negotiation and closure of AIRS partnership agreements, navigating complex commercial, legal, and technical trade-offs to reach durable, mutually beneficial outcomes.

Requirements

  • 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.
  • Ability to translate technology value propositions into business value propositions

Skills

  • Ensure commercial terms are competitive, scalable, and operationally viable.

Company info

  • 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.
  • You will be a strategic business developer who sits at the intersection of AI security, partner ecosystems, and business model innovation.
  • 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.
  • 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.
  • Disruption, Collaboration, Execution, Integrity, and Inclusion.
  • Where most partnership roles focus on relationship management, this one demands something rarer: the ability to identify a market opportunity, size it rigorously, build the business case, negotiate the deal, and then stay in the room to make sure it actually lands with customers.
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This listing is sourced directly from CyberArk's careers page and normalized into a canonical job model.