Palo Alto Networks Business Development Leader

Introduction

At IBM, work is more than a job - it's a calling:
To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.

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 Next Gen Firewalls / SASE

• 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.

• 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.

• 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.

• 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…