Senior Partner Development Manager

Palo Alto Networks; City of Westminster; Remote; GBP 100,000 - 140,000; Full time

Job summary

Palo Alto Networks seeks a Senior Partner Development Manager Idira to develop and execute strategic plans with partners to maximize growth and ensure successful customer implementations. You will enable partners to promote Idira, drive revenue and build enduring relationships across the region.

You will recruit high-potential Idira partners, lead QBRs, and ensure accountability for revenue, certifications, and pipeline, while collaborating with field sales to plan opportunities and develop

Qualifications

• 7+ years of experience in Channel Sales, Partner Development, Alliances, or Business Development.
• Experience working with MSSPs, GSIs, and strategic VARs.
• Experience with cybersecurity technologies and Idira/Privileged Access Management/Identity solutions.
• Proven track record of driving revenue through partners.

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 customers with Idira technologies.
• Align partner resources to strategic customer opportunities and competitive displacement campaigns.
• 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 Idira products increasing revenue growth.
• Build and maintain the activity of performance reports and activity dashboards.

Skills

Channel sales

Partner development

Alliances

Business development

Executive presence

Strategic planning

Channel conflict management

7+ years channel sales

MSSP/VAR partner networks

Cybersecurity partner enablement

Job description

As a Senior Partner Development Manager Idira, you will develop and execute strategic business plans to maximize growth opportunities and ensure partners are well-positioned to deliver successful customer implementations. You will enable and inspire partners to promote our Idira platform, driving revenue growth and building strong, long-lasting partnerships across the region.,

• 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 customers with Idira technologies.
• Align partner resources to strategic customer opportunities and competitive displacement campaigns.
• 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.
• Build and maintain the activity of performance reports and activity dashboards.
  7+ years of experience in Channel Sales, Partner Development, Alliances, or Business Development.
• Experience working with cybersecurity technologies such as Privilege Access Management, Human, Machine, or Agentic Identities, Secrets Management, and Identity Governance and Administration.
• Proven track record of driving revenue through partners.
• Experience working with MSSPs, GSIs, and strategic VARs.
• Ability to build and execute business plans tied to measurable outcomes.
• Strong executive presence and relationship management skills.
• Experience managing complex channel conflicts and navigating matrix organizations.
  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.