Senior Partner Development Manager - Idira

Palo Alto Networks, Inc.; Sydney; On-site; AUD 120,000 - 180,000; Full time

Job summary

Palo Alto Networks, Inc. is seeking a senior Partner Relationship Manager to drive Idira enablement and revenue growth through a strategic partner network. You will manage executive‑level relationships, recruit key MSSPs and VARs, and lead quarterly business reviews to ensure measurable outcomes.

You will collaborate with field sales and partners to align resources, develop joint business plans, and execute go‑to‑market strategies that maximize customer impact and market share.

Qualifications

• 7+ years in channel sales or allied roles.
• Experience with MSSPs, GSIs, and VARs is preferred.
• Strong executive presence and relationship management.

Responsibilities

• Develop and execute strategic partner plans to drive Idira enablement, bookings, pipeline, and market share.
• Identify and recruit high-potential Idira partners, MSSPs, and Identity providers.
• Establish executive-level relationships within partner organizations.
• Lead quarterly business reviews and performance discussions.
• Drive partner accountability for revenue, certification, deal registration, and pipeline.
• Build and maintain a partner-generated and partner-influenced pipeline.
• Collaborate with field sales on account planning and opportunity development.
• Develop repeatable sales plays for Next Generation Trust Security and AI.

Skills

Channel Sales Experience

Partner Development

Alliances

Business Development

Job description

Our Mission

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. 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.

Who We Are

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!

We believe collaboration thrives in person. That's why most of our teams work from the office full time, with flexibility when it's needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes.

Job Summary

You will center your role on partners relationship management to achieve measurable results in increased revenue, market share, and depth within each partner sales team. Your success in this role will span the creation and execution of unique business plans with each potential. You'll be measured primarily on the joint business executed with each focus partner defined for your region. You'll be working within all levels of key Idira partner organizations and possess a commitment that focuses on developing partnerships based on the long term, \"outcome where everybody wins\" strategy.

Your Impact

• Develop and execute business plans driving all aspects of the partner relationship to maximize growth opportunities and ensuring the partner is well-positioned to deliver successful customer implementations and recommendations


• Work well in a team environment to ensure partner and customer satisfaction


• Enable Partners on the value proposition and inspire them to promote our Idira product


• Support partners in developing Value added solutions and Professional Managed Services offerings based on our Idira products increasing revenue growth


• Provide clear and consistent communication across the region with your dedicated partners to build strong partnerships throughout your assignment


• Lead regular business performance and relationship reviews with senior management and various stakeholders


• Build and maintain the activity of performance reports and activity dashboards

Key Responsibilities

• Develop and execute strategic business plans with assigned partners to drive Idira enablement, bookings, pipeline, and market share.


• Identify and recruit high-potential Idira focused partners, MSSPs, and Identity modernization providers.


• Establish executive-level relationships within partner organizations.


• Lead quarterly business reviews (QBRs) and performance management discussions.


• Drive partner accountability against revenue, certification, deal registration and pipeline objectives.


• Build and maintain a Idira partner generated and partner influenced pipeline.


• Collaborate with Idira field sales teams on account planning and opportunity development.


• Develop repeatable sales plays focused on Next Generation Trust Security, Agentic AI, and penetrating current Palo Alto Networks customer with Idira technologies


• Align partner resources to strategic customer opportunities and competitive displacement campaigns.

Qualifications

• 7+ years of experience in Channel Sales, Partner Development, Alliances, or Business Development.


• Experience working with cybersecurity technologies is desirable but not essential:
  
  
  
  • Privilege Access Management
  
  
  • Human, Machine, or Agentic Identities
  
  
  • Secrets Management
  
  
  • Identity Governance and Administration
  
  
  
  


• Proven track record of driving revenue through partners.


• Experience working with MSSPs, GSIs, and strategic VARs.


• Strong executive presence and relationship management skills.


• Ability to build and execute business plans tied to measurable outcomes.


• Experience managing complex channel conflicts and navigating matrixed organizations.

Our Commitment

We're trailblazers that dream big, take risks, and challenge cybersecurity's status quo. It's simple: we can't accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at [e-mail].

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.