Palo Alto Networks Market Business Development Technical Leader

Introduction

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.

Your role and responsibilities

The Palo Alto Networks (PANW) Business Development Leader (BDL) is responsible for driving new pipeline development and accelerating sales progression for IBM Consulting Cybersecurity Services (CSS) opportunities that integrate PANW technologies within IBM Consulting’s broader solution offerings. This role focuses on identifying, developing, and advancing client opportunities that leverage the combined strengths of IBM Consulting and Palo Alto Networks. In some cases, these opportunities may form part of larger engagements led by an IBM Consulting Lead Client Partner (LCP), supporting overall client strategy and delivery. This role combines technical expertise with business development leadership to identify, architect, and advance complex cybersecurity solutions that leverage the combined capabilities of IBM Consulting and Palo Alto Networks. The BDL works collaboratively with IBM Consulting Lead Client Partners (LCPs), CSS Associate Partners (APs), additional BDLs, and Palo Alto Networks technical teams to develop joint strategies that address client security challenges, enhance resilience, and deliver measurable business outcomes.The primary focus is on building high-value, technically differentiated IBM Consulting opportunities aligned to the PANW-specific CSS portfolio, primarily the Cyber Defend portfolio across Consulting and Systems Integration (C&SI) Services and Managed Security Services (MSS).The CSS PANW portfolio encompasses the full suite of Palo Alto Networks cybersecurity products and platforms, including but not limited to:

• Cortex Cloud

• Prisma Access

• Prisma AIRS

• Cortex (XSIAM, XDR, Xpanse, XSOAR)

• Strata NextGen Firewalls / SASE

Technical and Strategic Responsibilities:

Client & Solution Architecture Engagement

• Partner with IBM Consulting and PANW technical architects to design integrated cybersecurity solutions addressing client-specific security, compliance, and operational needs.

• Translate client requirements into technical architectures that combine PANW technologies with IBM CSS service offerings.

• Assess existing client cybersecurity environments, identifying gaps and recommending appropriate PANW-IBM joint solutions.

• Participate in technical workshops with client security teams to define solution scope, architecture, and implementation strategies.

• Provide thought leadership on emerging threat landscapes, architectural best practices, and integration patterns across PANW and IBM platforms.Sales Activation & Technical Enablement

• Evangelize the technical value and differentiation of the PANW-IBM partnership across IBM Consulting and PANW field organizations.

• Develop and deliver technical enablement sessions for IBM Consulting sellers, architects, and delivery teams to increase understanding of PANW technologies and integration points.

• Support PANW field teams in positioning IBM Consulting’s cybersecurity capabilities and managed services as part of their client strategy.

• Assist in joint RFI/RFP responses by defining technical architectures, solution components, and integration roadmaps.

• Maintain deep technical relationships with PANW product teams to stay current on product innovations, release updates, and roadmap direction.

Territory

• The BDL plays a pivotal role in bridging technical expertise with business growth, ensuring IBM and Palo Alto Networks deliver integrated cybersecurity solutions that drive client success throughout the Americas, aligned with business priorities.

This role can be preformed anywhere in the United States.

Required technical and professional expertise

The successful candidate will meet the following requirements:

• Demonstrates strong technical and strategic expertise across IBM Consulting Cybersecurity Services (CSS) and Palo Alto Networks (PANW) portfolios.

• Demonstrates a comprehensive understanding of the Cyber Defend CSS offerings and their value to clients, IBM Consulting, and PANW.

• Clearly articulates the benefits of the IBM-PANW strategic partnership to clients, PANW field sellers, and IBM Consulting Lead Client Partners (LCPs).

• Maintains awareness of emerging cybersecurity technologies and market trends to differentiate and align PANW solutions with client needs.

• Completes all required PANW online sales and technical training and maintains current certifications.

• Ensures ongoing expertise in PANW product capabilities, integration strategies, and industry best practices.

IBM is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.