Director, Business Development Technology Partnerships Strategic Alliances (NVIDIA)
$212,000–$292,000 year
On-siteCalifornia, United States
Job Summary
Director, Business Development Technology Partnerships Strategic Alliances (NVIDIA) at Palo Alto Networks. Lead the strategic alliance with NVIDIA to develop joint market offerings and GTM motions, enabling PANW sellers and SI partners to bring AI security solutions to market for AI-forward organizations. Collaborate with Product Management, PMM, and marketing to craft commercial value propositions, GTM architectures, and partner sales plays; define incentives and enablement frameworks; translate NVIDIA and internal requirements into sellable programs; create executive-ready collateral and battlecards; work with global teams to drive joint pipeline, revenue, and growth for AI security. Requires proven experience in strategic alliances and partner-driven GTM within cybersecurity, telecom/carrier, or AI infrastructure space, deep NVIDIA ecosystem knowledge, and demonstrated ability to articulate complex business strategies to executives and field teams.
Required Qualifications
- Proven experience in strategic alliances, business development, or partner-driven GTM within the cybersecurity, telecom/carrier, or AI/infrastructure space
- Strong working knowledge of the NVIDIA commercial ecosystem, including GTM around AI Factories, AI frameworks, and Edge compute, as well as OEM and GSI partner landscape
- Solid understanding of enterprise network security (NetSec) market, including NGFW and cloud security business models
- Track record of translating complex technical integrations into repeatable, sellable business outcomes, sales plays, and customer-facing commercial documentation
- Demonstrated experience leveraging AI tools and platforms to accelerate GTM planning, content creation, or business development processes
- Proven success with complex channels and routes to market ecosystems (GSIs, NCPs, telecoms carriers, hardware OEMs)
- Exceptional presentation skills with ability to communicate strategy to executives, field sales, and partners
- Self-starter and collaborative team player in a matrix environment
Desired Qualifications
- Proven experience in strategic alliances, business development, or partner-driven GTM within cybersecurity, telecom/carrier, or AI/infrastructure spaces
- Strong working knowledge of NVIDIA ecosystem and GTM motions around AI Factories, AI frameworks, and Edge compute
- Experience translating complex technical integrations into repeatable, sellable business outcomes and sales plays
- Exceptional presentation and stakeholder-management skills
- Experience enabling sellers and partners to take joint solutions to market
- Ability to work in a highly collaborative, matrixed environment
- Experience with GTM strategy development for network/cloud AI security solutions
- Experience with channel ecosystems including GSIs, NCPs, telecommunications carriers, and hardware OEMs
- Ability to translate market requirements into commercial features and consumption models
- Mentoring or championing partnership initiatives internally to field sales teams (preferred)
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