AI Strategic Partnerships Solution Architect

About the Role

This position can be remote anywhere in the US with a preference in Santa Clara, Plano, Reston, or New York.

Responsibilities

• Collaborate with Product Management (PM) as a peer in defining the product strategy and own the partnership strategy and execution plan.
• Consistently articulate understanding of customer needs and wants through research and identify large, ambiguous problem statements to drive outcomes.
• Craft clear value propositions for the customer, partner, and Palo Alto Networks.
• Own the partnership roadmap, technical and business plan.
• Collaborate with Technical Marketing Engineering (TME) and engineering to build technology value propositions and demos with partners.
• Drive pricing, design, and architecture discussions with PM as a peer, influencing and pivoting the product roadmap within Palo Alto Networks and the ISV partner.
• Create market positioning for joint solutions with partners; leverage AI to test positioning and implications; independently advocate and differentiate to lead the market.
• Proactively set challenging solution goals for Palo Alto Networks and partners, align partners on tradeoffs, and drive cross-functional decisions to execution with clear ownership and accountability.
• Build trust and relationships, understand motivations, and influence through collaboration and evidence to align teams on key decisions.
• Work with product counsel, legal teams, and marketing to support partnerships.
• Demonstrate cross-domain mastery and manage tradeoff decisions to address technical debt and sustain long-term feature velocity across solutions.
• Influence senior leaders at Palo Alto Networks and partners without authority by navigating resistance through strategic persuasion and empathy.

Solution Architecture & Technical Blueprints

• Continuously create architecture artifacts that make Prisma AIRS tangible and deployable for partners and their customers.
• Synthesize complex data into decision-ready narratives for solution vision and strategy tailored to each audience.
• Design comprehensive architecture diagrams and detailed technical blueprints for secure AI deployments across cloud, data center, and hybrid environments.
• Identify and document critical insertion points for the full Prisma AIRS portfolio (AI Model Security, AI Red Teaming, AI Runtime Security, and AI Agent Security) within partner-built AI solutions.
• Navigate and map typical GSI AI tech stacks including LLMs, vector databases, orchestration frameworks (LangChain, LlamaIndex), MCP servers, and cloud-native AI services to design seamless AIRS integration patterns.
• Demonstrate rapid mastery of new and emerging technologies, translating nascent capabilities into actionable architecture patterns.
• Lead cross-domain innovation to enable product growth, aligning teams on experiments, delivery, and measurable customer outcomes at scale.

Joint Use Cases & Technical Value Propositions

• Drive partner adoption by creating scalable, reusable technical assets that articulate the value of Prisma AIRS within partner solutions.
• Develop compelling, scenario-based use cases demonstrating how GSIs, consulting firms, and technology ISVs can integrate and embed Prisma AIRS into their managed services, platforms, and customer-facing solutions.
• Build joint technical value propositions with partners, connecting partner AI capabilities to Prisma AIRS security outcomes (e.g., prompt injection prevention, data leakage protection, AI agent security, and model vulnerability defense).
• Engage technology ISV partners (e.g., ServiceNow, NVIDIA ecosystem partners) to identify and productize integration patterns that embed Prisma AIRS natively within their platforms.
• Deliver technical workshops, architecture reviews, and enablement sessions with GSI and consulting firm technical teams to build partner-side Prisma AIRS expertise at scale.

Joint Reference Architectures & Lighthouse Customers

• Turn partner integrations into repeatable, customer-proven patterns that the broader ecosystem can adopt.
• Build joint reference architectures co-developed with GSI and ISV partners, grounded in real-world deployment patterns, serving as the definitive blueprint for secure AI adoption using Prisma AIRS.
• Work directly with lighthouse customers alongside partner teams to validate reference architectures in production environments, creating case studies and proof points that accelerate broader market adoption.
• Articulate the technical and business value of Prisma AIRS to both deeply technical engineering teams and executive stakeholders at partner organizations and their end customers.
• Package validated architectures, POC scripts, and deployment guides into repeatable, self-service assets that partner technical teams can leverage independently.

Design & Build

• Translate complex AI security architectures into clear, compelling visual artifacts that GSI, consulting, and ISV partners can immediately understand, present, and act upon.
• Design and produce detailed, publication-quality architecture diagrams illustrating how Prisma AIRS integrates within partner AI solutions.
• Demonstrate expert-level proficiency in Lucidchart for architecture diagrams and Google Slides for executive-ready technical presentations.
• Build layered, visually clean diagrams that work equally well in partner boardrooms and technical deep-dives.
• Translate multi-layer AI system architectures (spanning inference infrastructure, orchestration frameworks, data pipelines, and security controls) into clear, logical visual flows for non-specialist audiences.
• Build a library of reusable architecture templates, slide decks, and diagram components tailored to each partner type (GSI delivery teams, consulting practice leads, ISV platform architects).
• Write, review, and maintain Python scripts and integration code demonstrating Prisma AIRS capabilities, automating security configurations, and powering functional proof-of-concepts.
• Configure and test AI inference pipelines using platforms such as NVIDIA NIM, Together.ai, and major cloud inference services, integrating Prisma AIRS security controls at each layer.
• Build end-to-end technical POCs demonstrating secure AI interactions, prompt injection detection, data loss prevention, and AI agent behavior monitoring, and document them visually for partner replication.
• Configure AI gateways and integrate Prisma AIRS APIs within partner technology environments to validate real-world deployment scenarios.

Strategic Advisory & Field Intelligence

• Act as the internal and external authority on AI security architectures, representing Palo Alto Networks in executive partner meetings, industry forums, and technical advisory sessions.
• Translate field observations from partner deployments and customer engagements into actionable feedback for Prisma AIRS product and engineering teams.
• Monitor emerging AI technologies, new inferencing platforms, and evolving agentic frameworks to ensure Prisma AIRS insertion strategies remain current and ahead of the market.

Critical Knowledge Areas

Prisma AIRS & Palo Alto Networks Platform

• Deep knowledge of the Prisma AIRS portfolio: AI Model Security, AI Red Teaming, AI Runtime Security, and AI Agent Security, including their capabilities, deployment models, and API interfaces.
• Understanding of Next-Generation Firewalls (NGFW): architecture, deployment patterns, and integration in data center, cloud, and hybrid environments, particularly for AI workloads.
• Familiarity with Cloud-Delivered Security Services (CDSS): Threat Prevention, DNS Security, Advanced WildFire, and their applicability to protecting AI infrastructure and workloads.
• AI Gateway Configuration: inline security enforcement for LLM traffic, prompt inspection, response filtering, and integration with AIRS runtime controls.

AI & Inferencing Technologies

• Hands-on knowledge of NVIDIA: NIM microservices, NVIDIA AI Enterprise, and GPU-accelerated inference infrastructure, including applying Prisma AIRS controls within these environments.
• Experience with inference platforms: Together.ai, Neoclouds, and major cloud inference services (AWS Bedrock, Azure OpenAI, GCP Vertex AI), including their API patterns and security considerations.
• Understanding of LLM architectures: prompt engineering, RAG pipelines, vector databases, embedding models, and fine-tuning workflows, including their capabilities and attack surfaces.
• Knowledge of agentic frameworks: LangChain, LlamaIndex, AutoGen, CrewAI, and Model Context Protocol (MCP), including agent-to-agent communication patterns and their security implications.
• Proficiency in Python scripting: writing integration scripts, automation tooling, API wrappers, and technical demonstrations.

Partner Ecosystem & Security Fundamentals

• Deep familiarity with GSI technology stacks, particularly Deloitte, Accenture, and other major GSIs, including their AI and security practices.