GL- Business Development Manager

Exclusive Networks (EXN) is a global cybersecurity specialist that provides partners and end-customers with a wide range of services and product portfolios via proven routes to market. With offices in over 45 countries and the ability to serve customers in over 170 countries, we combine a local perspective with the scale and delivery of a single global organization.

Our best-in-class vendor portfolio is carefully curated with all leading industry players. Our services range from managed security to specialist technical accreditation and training and capitalize on rapidly evolving technologies and changing business models.

At Exclusive Networks, we are passionate about making a difference. That means delivering the best to our clients, doing our part to create a prosperous and trusted digital world, and helping our people to realize their potential.

Our Benefits Include:

• 24 days holiday plus Bank holidays, increasing with service
• Your birthday off
• Volunteer Day
• Ongoing learning and development
• Health care scheme
• 5% Matched pension scheme
• Beer fridge Friday and quarterly social events
• Cycle to work scheme
• Enhanced maternity and paternity leave
• and more…

DUTIES AND RESPONSIBILITIES:

As the Business Development Manager - Palo Alto Partners, you will be responsible for driving partner recruitment, dormant partner reactivation, and DMP growth across the EMEA region. You will play a pivotal role in identifying, recruiting, and developing new and dormant Palo Alto Networks partners, while also working closely with marketing and country teams to design and execute an effective programmatic approach. This role requires a strong understanding of Palo Alto Networks solutions, channel development, and the ability to influence and engage with stakeholders across multiple countries.

As The Business Development Manager, You Will:

• Partner Recruitment & Reactivation: Identify and recruit new Palo Alto Networks partners across the EMEA region. Reactivate dormant partners and drive their engagement with Palo Alto solutions. Collaborate with marketing to create targeted campaigns for partner recruitment and reactivation.
• Channel Development & Management: Develop and implement strategies to expand the Palo Alto Networks partner base in key regions. Maintain and grow relationships with key existing partners, ensuring they are well-supported and motivated to drive sales. Work closely with regional country teams to align business objectives and ensure successful program delivery.
• Programmatic Approach: Build and manage a structured, programmatic approach to partner development, ensuring a scalable model across EMEA. Implement initiatives that support the ongoing education, enablement, and certification of Palo Alto Networks partners. Provide regular updates and performance metrics to leadership, highlighting partner engagement and sales growth.
• EMEA Coordination & Influence: Act as an overlay to regional teams, providing guidance and support to local country managers to achieve Palo Alto partner acquisition and sales goals. Influence and drive alignment across different country teams to ensure consistency and focus on Palo Alto partner development. Serve as a trusted advisor to both internal teams and external partners in navigating the Palo Alto Networks ecosystem.
• Palo Alto Networks Expertise: Leverage your in-depth understanding of Palo Alto Networks solutions and the broader cybersecurity landscape to effectively communicate the value proposition to potential partners. Maintain up-to-date knowledge of Palo Alto Networks product offerings, licensing models, and partner incentives to provide relevant guidance to partners.
• Collaboration & Reporting: Partner with marketing, sales, services and technical teams to execute joint initiatives, campaigns, and promotions for partner recruitment and enablement. Regularly report on pipeline, partner engagement, and progress toward recruitment and sales targets.

QUALIFICATIONS AND EXPERIENCE:

The ideal Business Development Manager will have:

• Proven experience in business development or channel management, with a focus on recruiting, onboarding, and enabling IT/security partners.
• Solid understanding of Palo Alto Networks products, solutions, and partner ecosystem.
• Demonstrated ability to influence senior stakeholders and work in an overlay role to achieve regional objectives.

Skills:

• Strong communication, negotiation, and relationship-building skills.
• Ability to design and execute partner development programs that drive measurable results.
• High level of initiative, problem-solving, and strategic thinking.
• Ability to work collaboratively across teams and functions, ensuring alignment and success.

Other:

• Proficiency in English; additional languages (such as French, German, Spanish) are a plus.
• Willingness to travel across the EMEA region as required.
• Strong organizational skills and ability to manage multiple priorities effectively.

WHO ARE EXCLUSIVE NETWORKS?

We are people focused and strongly believe that talent empowers us to continue our dynasty of disruption and growth in the future. Our Mission is to drive the transition to a totally trusted digital world for all people and organizations.

We are proud to be an Equal Opportunity Employer. We are committed to the recruitment and hiring of individuals from diverse backgrounds and experiences, as we believe this strengthens our ability to develop superior solutions, make informed decisions, and better serve our valued customers. We do not discriminate against individuals on the basis of race, religion, color, national origin, gender, sexual orientation, disability status, or any similar characteristic. Employment decisions are made solely on the basis of qualifications, merit, and business need.