Vendor Manager

Nomios UK&I; Basingstoke; Hybrid; GBP 70,000 - 90,000; Full time

Job summary

Nomios UK&I is seeking an exceptional Vendor Manager to drive the Palo Alto Networks partnership, delivering qualified pipeline and revenue growth across two organisations. You will lead strategy, governance and cross-functional collaboration with sales, marketing, technical teams and executives.

You will manage two-site hybrid working with travel across the UK and regular interaction with both Nomios and Palo Alto Networks teams to maximise value for customers and partners alike.

Qualifications

• 7–8 years in vendor management or strategic alliances.
• Experience with Palo Alto Networks or enterprise security partners is highly preferred.
• Proven ability to translate partnerships into pipeline and revenue growth.

Responsibilities

• Own and execute the UK&I business plan for Palo Alto Networks, setting a growth strategy for its technology portfolio.
• Champion Palo Alto Networks across Nomios, ensuring capabilities and commercial opportunities stay front of mind for sales, BD, technical, services and marketing teams.
• Develop influential relationships throughout Palo Alto Networks, spanning field sales, pre-sales, channel, leadership, marketing and cloud marketplace stakeholders.
• Build strong relationships with Nomios sales leaders, Account Managers, BDRs, solution specialists and services teams, aligning priorities and opportunities.
• Maintain detailed stakeholder and account maps linking Palo Alto Networks ownership with Nomios teams and ensuring actionable relationship intelligence.
• Identify, qualify and progress opportunities through joint account planning and campaigns with Palo Alto Networks field teams.
• Create structured plans for the Palo Alto Networks portfolio with commercial approaches across network security, Cortex, XSIAM, XDR, SASE, SIEM, EDR, AI security and OT security.
• Increase attachment of Nomios managed and professional services to Palo Alto Networks solutions, including NOC, SASE and SOC services.
• Apply strong commercial judgement to partner programmes, deal registration, MSSP opportunities, discount structures and competitive positioning.
• Collaborate with Nomios Marketing, Palo Alto Networks and distribution partners to leverage marketing funds for campaigns, events, incentives and joint GTM activity.
• Establish operating rhythms: business/pipeline reviews, progress reporting, and action follow-up with data-driven momentum.
• Support strategic opportunities through to completion, coordinating commercial, technical and executive stakeholders.
• Act as an advocate for the partnership, protecting its long-term value, trust and reputation.
• Enable colleagues to build Palo Alto Networks relationships and maintain resilience across the partnership.
• Stay close to changes in the Palo Alto Networks stack and GTM strategy, translating insights into action.

Skills

Vendor management

Channel management

Strategic alliances

Relationship building

Sales experience

Stakeholder management

Negotiation

Job description

Nomios’ mission is to build a secure and connected future. Organisations across Europe depend on us to help secure and connect their digital infrastructures.

Our partnership with Palo Alto Networks is one of the most important growth relationships within Nomios UK&I. In two years, we have grown the account from £300,000 to more than £20 million. We are now looking for an exceptional Vendor Manager to build on that momentum and lead the next phase of growth, with the ambition to develop the partnership towards £40 million.

This is a high-profile, commercially focused role with the freedom to shape strategy, create opportunity and operate with real ownership. Reporting to Greg Broughton, Chief Revenue Officer, you will be the driving force behind the Palo Alto Networks partnership across Nomios UK&I. You will connect people, plans and opportunities across both organisations, champion the full Palo Alto Networks portfolio and ensure the relationship delivers measurable value for our customers, Palo Alto Networks and Nomios.

Your role as Vendor Manager

As Vendor Manager, you will lead the commercial development of our Palo Alto Networks partnership. You will combine strategic relationship management with disciplined execution, translating the strength of the alliance into qualified pipeline, revenue growth and greater adoption of Nomios managed and professional services.

You will be a visible and trusted presence within Palo Alto Networks, while also building the capability and confidence of our own sales, technical and marketing teams. Your success will come not from becoming the only route into the vendor, but from creating a connected, well-informed community of stakeholders who can collaborate effectively and move opportunities forward at pace.

Every day will bring new challenges and opportunities as you:

• Own and execute the UK&I business plan for Palo Alto Networks, setting a clear strategy for growth across its technology portfolio and relevant security disciplines.
• Champion Palo Alto Networks across Nomios, ensuring its capabilities, value and commercial opportunities remain front of mind for sales, business development, technical, services and marketing teams.
• Develop influential, trusted relationships throughout Palo Alto Networks, spanning field sales, pre-sales, channel, leadership, marketing and cloud marketplace stakeholders.
• Build strong, consistent relationships with Nomios sales leaders, Account Managers, BDRs, solution specialists and services teams, creating alignment around priorities, accounts and opportunities.
• Maintain a detailed stakeholder and account map, connecting Palo Alto Networks account ownership with the appropriate Nomios teams and ensuring relationship intelligence is current, accessible and actionable.
• Identify, qualify and progress opportunities through joint account planning, sales campaigns, call-out activity, customer engagement and close collaboration with Palo Alto Networks field teams.
• Create structured plans for the Palo Alto Networks portfolio, ensuring Nomios has a clear commercial approach across areas such as network security, Cortex, XSIAM, XDR, SASE, SIEM, EDR, AI security and OT security.
• Increase the attachment of Nomios managed and professional services to Palo Alto Networks solutions, including relevant managed NOC, managed SASE and SOC services.
• Apply strong commercial judgement to partner programmes, deal registration, MSSP opportunities, discount structures and competitive positioning, helping sales teams build compelling and commercially effective propositions.
• Work collaboratively with Nomios Marketing, Palo Alto Networks and the relevant distribution partner to make effective use of marketing development funds and deliver campaigns, events, incentives and joint go-to-market activity.
• Establish clear operating rhythms, including business reviews, pipeline reviews and progress reporting, using data and insight to maintain momentum and hold actions to account.
• Support strategic and high-value opportunities through to completion, bringing together the right commercial, technical and executive stakeholders at the right time.
• Act as a confident advocate for the partnership, resolving challenges constructively and protecting the long-term value, trust and reputation of the relationship.
• Enable colleagues to build and maintain their own productive Palo Alto Networks relationships, creating resilience across the partnership and avoiding dependency on a single point of contact.
• Stay close to changes across the Palo Alto Networks technology stack, partner programmes and go-to-market strategy, quickly translating new information into practical action for Nomios.

To excel in this role, you should have:

• Ideally seven to eight years of experience in vendor management, channel management, strategic alliances or a closely related commercial role, although the depth, relevance and impact of your experience will be more important than tenure alone.
• Strongly preferred experience of working with Palo Alto Networks, together with established relationships or a proven ability to build credibility and influence quickly within a complex vendor organisation.
• A strong high-level understanding of the Palo Alto Networks technology stack, including the purpose, customer value and commercial relevance of its principal products and platforms.
• A demonstrable record of turning strategic partnerships into pipeline, revenue and sustainable commercial growth.
• The confidence, energy and tenacity to open doors, engage stakeholders from field level through to senior leadership, and build trusted relationships at pace.
• Excellent commercial acumen, including experience of partner programmes, deal registration, commercial models, competitive positioning and joint go-to-market planning.
• The ability to create and execute structured business plans across multiple product areas, with clear priorities, actions, measures and ownership.
• Experience of working collaboratively across sales, business development, technical, services, marketing and leadership teams.
• Exceptional organisation and attention to detail, with the ability to maintain accurate stakeholder, account, opportunity and activity mapping across two complex organisations.
• A collaborative and enabling leadership style, with the judgement to remain informed and accountable while empowering others to own relationships and progress activity independently.
• Strong communication, presentation, negotiation and conflict-resolution skills.
• The ability to absorb information quickly, act with urgency and follow through consistently without requiring close supervision.

Job Specifics

• Reporting to: Greg Broughton, Chief Revenue Officer
• Location and working pattern: This is a hybrid role requiring a minimum of two days per week at the Palo Alto Networks London office and a minimum of one day per week at the Nomios Basingstoke office. Remaining time may be worked from home, subject to customer, partner and business requirements.
• Hours: Full-time, Monday to Friday, 9:00am to 5:30pm. Flexibility outside standard working hours is required when business needs demand.
• Travel: The role includes regular travel within the UK, including attendance at vendor and customer sites, with some overnight stays and occasional international travel where required.
• You will be required to attend vendor and customer sites across the UK and must therefore hold a full UK driving licence.

Why would you choose to come and work with us?

This is a rare opportunity to take ownership of one of Nomios UK&I’s most strategically important partnerships at a defining point in its growth. You will inherit meaningful momentum, senior-level sponsorship and an established relationship, while having the autonomy to shape the strategy, build new connections and create the next chapter of success.

You will work alongside high-calibre sales, technical, services, marketing and operational experts in a supportive, ambitious and fast-paced environment. Your work will be visible, commercially significant and central to our continued growth. For an exceptional performer, the role also offers the opportunity to help shape the future strategic alliances function and progress into a broader leadership position as the capability grows.

Nomios is an equal opportunity employer and is committed to creating and sustaining an environment in which everyone is provided with an equal opportunity to grow and develop, and no individual will be unjustly discriminated against. This includes, but is not limited to, discrimination because of age, disability, gender reassignment, marriage and civil partnership, pregnancy and maternity, race, religion and belief, sex and sexual orientation.