IDIRA MSP Lead – EMEA

Palo Alto Networks; Greater London; Remote; GBP 90,000 - 120,000; Full time

Job summary

Palo Alto Networks is seeking a Senior Business Development Manager to drive IDIRA partner initiatives and scalable GTM motions with GSIs, MSPs, and advisory firms. You will shape offers, align exec sponsorship, and accelerate joint revenue growth across global partners.

You will lead cross-functional teams to translate strategic priorities into partner-specific actions, ensuring lighthouse opportunities become repeatable plays that scale the ecosystem.

Qualifications

• 7+ years in business development, partner strategy or related roles.
• Proven experience building and scaling partner ecosystems.
• Strong understanding of GSIs, MSPs or large advisory firms.
• Experience creating joint GTM plans and commercial propositions.
• Excellent communication with executive stakeholders.

Responsibilities

• Identify growth areas for IDIRA with strategic partners.
• Develop business plans with milestones and commercial objectives.
• Lead GTM motions and lighthouse opportunities with partners.
• Coordinate cross-functional teams to execute partner strategies.
• Drive repeatable, scalable partner programs and offers.

Skills

Business development

Partner strategy

Cybersecurity knowledge

Executive negotiation

GTM planning

Cross-functional leadership

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!

This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters.

Job Summary

Your Career

The Senior Business Development Manager – IDIRA is a senior partner strategy and business development role within the Identity Ecosystem Activation team, responsible for helping strategic partners build differentiated and scalable Identity Security businesses around the Palo Alto Networks IDIRA portfolio.

Working with GSIs, MSPs, advisory firms and selected strategic partners, the role combines IDIRA solution and GTM expertise with partner business development . It helps partners identify the right growth areas, align executive sponsorship, build investment cases, develop differentiated offers and services, and create the commercial momentum required to launch and scale new Identity Security practices.

This is not a traditional alliance management role. The focus is on moving partners from executive alignment and commitment through investment, offer creation, lighthouse customers and repeatable commercial growth .

Your Impact

Partner Business & Practice Development

• Help strategic partners identify and prioritize the highest-value IDIRA growth areas.

• Build executive alignment and the business case for investment in new Identity Security practices, offers and managed services.

• Secure partner commitment around people, skills, certifications, investment and launch priorities.

• Develop joint business plans with clear ownership, milestones and commercial objectives.

GTM, Offer & Commercial Activation

• Translate IDIRA priorities into partner-specific GTM motions, target customers, use cases and launch plans.

• Lead the commercial proposition, positioning, business model and selling strategy for partner offers.

• Align PANW and partner teams around lighthouse opportunities, pipeline creation and launch activity.

• Turn successful motions into repeatable plays that can scale through the wider ecosystem.

Strategic Partner Leadership & Execution

• Serve as the IDIRA GTM expert during the development of strategic partner motions , shaping the offer, positioning, selling strategy and path to market with both partner and internal teams.

• Evangelize and pitch priority IDIRA solutions, offers and use cases , helping partner and customer stakeholders understand why they should engage with Palo Alto Networks and the business value of the joint proposition.

• Bring strong knowledge of IDIRA solutions and use cases to guide partners on where to focus and how to take offerings to market.

• Coordinate the right Product, Solutions, Marketing, Sales and Partner resources to maintain momentum, validate motions and remove blockers.

Qualifications

Your Experience

• 7+ years in business development, partner strategy, consulting, ecosystem or channel roles within cybersecurity, cloud or enterprise technology.

• Proven experience helping partners build new practices, services, offerings or routes to market.

• Strong understanding of partner business models across GSIs, MSPs, advisory firms or large consulting organizations.

• Experience developing joint GTM plans, target-account strategies and commercial propositions.

• Strong executive presence and ability to engage senior partner business leaders.

• Proven ability to drive complex cross-functional initiatives from strategy through execution.

• Strong commercial acumen and understanding of partner economics, investment models and recurring services.

• Strong understanding of cybersecurity solutions and the ability to become a credible expert in IDIRA solutions, use cases and selling motions.

• Excellent communication skills across business, technical and executive audiences.

Preferred Experience

• Experience working with or within major GSIs, MSPs or advisory firms.

• Experience building managed security or recurring-service propositions.

• Experience launching partner offers, practices or new technology categories.

• Experience working across global and regional partner organizations.

• Experience in Identity Security, PAM, IGA, machine identity, secrets management or related cybersecurity domains.

• Familiarity with Agentic AI, Non-Human Identity or AI Security.

• Experience working with complex enterprise platform vendors and multi-product GTM motions.

Core Competencies

• Strategic business development

• Partner practice development

• IDIRA solution and GTM expertise

• Commercial and GTM acumen

• Executive communication

• Partner activation and execution

• Cross-functional leadership

• Strong organizational and program-management discipline

• Comfortable operating across business and technical audiences

• Bias toward measurable commercial outcomes

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?: Yes