Channel Development Manager - Cybersecurity

Firm: PA Consulting

Location: London, United Kingdom

Benefits:

• Competitive compensation
• Health and lifestyle perks accompanying private healthcare
• 25 days annual leave (plus a bonus half day on Christmas Eve) with the opportunity to buy 5 additional days
• Generous company pension scheme
• Opportunity to get involved with community and charity-based initiatives
• Annual performance‑based bonus
• Tax‑efficient benefits (cycle‑to‑work, give‑as‑you‑earn)

Job Description:

We are looking for an experienced and visionary Channel Development Manager to design, create, and operationalise a world‑class technology product partner programme from the ground up. You will take accountability for partner‑sourced pipeline and revenue growth. This role will be central to shaping our partner ecosystem strategy; you will own and shape the partner ecosystem to drive indirect revenue growth, grow market reach, accelerate product adoption and deliver exceptional value to customers through strategic technology alliances and partnerships.

As the Partner / Channel Manager, you will be responsible for building the Oakdoor partner programme – from conceptual design, partner recruitment, onboarding, training and enablement to operational execution and continuous optimisation. You will work cross‑functionally with product, marketing, sales and operations teams to ensure the programme is commercially impactful, operationally efficient and strategically aligned with our long‑term business goals.

Key Responsibilities:

• Programme Design & Strategic Planning: Define the vision, objectives and structure of the technology partner programme, ensuring it aligns with Oakdoor’s strategy and market opportunities. Develop a compelling partner value proposition that differentiates our programme in the market and attracts high‑quality technology partners. Consider and establish programme models, benefits and requirements to incentivise partner engagement and performance.
• Partner Recruitment & Ecosystem Development: Identify, evaluate and prioritise potential go‑to‑market channel partners based on strategic fit, market reach and technical fit (current and future product roadmap). Lead negotiations and partnership agreements, ensuring mutually beneficial terms and long‑term collaboration potential. Build a diverse partner ecosystem that includes system integrators, resellers and technology alliances.
• Operationalisation & Enablement: Design and implement appropriate operational processes, governance frameworks and partner lifecycle management tools as we scale. Develop onboarding journeys, training programmes and sales enablement resources to accelerate partner readiness and time‑to‑market. Collaborate with internal teams to integrate partner input and insights into our product roadmap and go‑to‑market strategies.
• Go‑to‑Market Execution: Alongside Oakdoor sales and marketing, co‑create joint marketing campaigns, solutions and sales plays with partners to drive demand generation and revenue growth. Ensure alignment between partner activities and internal sales teams to maximise pipeline development and conversion. Represent the partner programme at industry events, conferences and partner summits to enhance visibility and credibility.
• Performance Measurement & Continuous Improvement: Define KPIs and success metrics for partner performance, programme ROI and ecosystem health. Implement appropriate reporting and conduct regular business reviews with partners to track progress and identify growth opportunities. Gather feedback from partners and internal stakeholders to refine programme benefits, processes and engagement models.
• Relationship Management & Advocacy: Serve as the primary executive contact for strategic partners, fostering trust, collaboration and long‑term commitment. Act as an internal advocate for partners, ensuring their needs and opportunities are represented in product and business decisions. Build a culture of partnership excellence across the organisation and engagement lifecycle.

Hybrid working – our approach is to be in the office or on client site a minimum of 2 days per week. However, the actual time you spend and where you spend it will vary by role or assignment, including up to 5 days per week on a client site.

Qualifications:

• 7+ years of experience in channel management, partnerships or ecosystem development within the technology sector – preferably working for a product vendor.
• Ideally an understanding of secure hardware and cyber‑security solutions, technology markets and an existing network within relevant sectors.
• A hands‑on, agile, ‘sleeves‑rolled up’ attitude to getting things done in a rapidly changing and evolving environment.
• Demonstrated success in designing and launching partner programmes that deliver measurable business impact.
• Strong commercial acumen with the ability to balance strategic vision and operational execution.
• Exceptional relationship‑building, negotiation and stakeholder management skills.
• Proficiency with CRM, PRM and partner enablement platforms.
• Excellent communication and presentation skills, with the ability to influence at all organisational levels.
• You must be eligible for UK Security Clearance.
• Experience in network infrastructure or cybersecurity sales would be beneficial.

Apply today by completing our online application. We are committed to advancing equality. We recruit, retain, reward and develop our people based solely on their abilities and contributions and without reference to their age, background, disability, genetic information, parental or family status, religion or belief, race, ethnicity, nationality, sex, sexual orientation, gender identity (or expression), political belief, veteran status, or any other range of human difference brought about by identity and experience. We welcome applications from underrepresented groups.

Adjustments or accommodations – Should you need any adjustments or accommodations to the recruitment process, at either application or interview, please contact us on recruitmentenquiries@paconsulting.com.