At a Glance
- Tasks: Lead strategic partnerships and develop innovative Identity Security practices with top-tier companies.
- Company: Join Palo Alto Networks, a trailblazer in cybersecurity innovation.
- Benefits: Remote work, competitive salary, and a culture that values your voice and ideas.
- Other info: Diverse teams are essential; we celebrate inclusivity and innovation.
- Why this job: Make a real impact in cybersecurity while collaborating with passionate professionals.
- Qualifications: 7+ years in business development or partner strategy within tech or cybersecurity.
The predicted salary is between 60750 - 74250 £ per year.
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 & pitch priority IDIRA solutions, offers and use cases, helping partner & 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
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
IDIRA MSP Lead – EMEA in London employer: Jobs Paloaltonetworks
Palo Alto Networks is an exceptional employer that fosters a dynamic and innovative work culture, where collaboration and creativity thrive. As a Senior Software Engineer, you will have access to cutting-edge technologies and opportunities for professional growth, all while working in a supportive environment that values security and quality. Located in a vibrant tech hub, the company offers unique advantages such as networking opportunities and a commitment to employee development, making it an ideal place for those seeking meaningful and rewarding careers.
StudySmarter Expert Advice🤫
We think this is how you could land IDIRA MSP Lead – EMEA in London
✨Get Involved in the Cybersecurity Community
Diving into the cybersecurity community is key for landing that full-time gig. Join forums like Reddit's r/cybersecurity or attend local meetups to connect with industry veterans and other job seekers. Networking is everything in this field—don’t just be a passive lurker!
✨Show Off Your Skills with Capture the Flag Competitions
Participate in Capture the Flag (CTF) competitions; these are not just a fun way to boost your skills but also a chance to showcase your talent to potential employers. Many companies, including Jobs Paloaltonetworks, love seeing candidates who actively engage in these challenges.
✨Tailor Your Online Presence
Make sure your LinkedIn and any professional profiles reflect your cybersecurity expertise. Share your projects, whether they’re personal or from a previous role, to catch the eye of hiring managers. This is how they’ll find your passion and commitment to the field!
✨Apply Directly Through Jobs Paloaltonetworks
Don’t forget to head straight to our website and check out any openings for cybersecurity roles at Jobs Paloaltonetworks. Applying directly can sometimes give you an edge, especially if you can mention that you've been following our work or engaging in the community.
We think you need these skills to ace IDIRA MSP Lead – EMEA in London
Some tips for your application 🫡
Show off your technical skills:In cybersecurity, it's crucial to highlight your technical prowess. Make sure your CV showcases specific skills like network security, penetration testing, or threat analysis. If you have relevant certifications (like CEH or CISSP), pop those on the front page to grab attention!
Tailor your portfolio for the role:Even for a full-time role, a portfolio can set you apart. If you've worked on any cybersecurity projects—be it CTF challenges, security assessments, or research papers—include these in your application. This demonstrates not just your skills, but also your hands-on experience!
Use real-world examples:When writing your cover letter, don’t just stick to your qualifications. Share real-world examples of how you’ve tackled security issues or vulnerabilities. This gives the hiring team at Jobs Paloaltonetworks insight into your practical problem-solving abilities and makes your application memorable.
Demonstrate your passion for cybersecurity:Cybersecurity is an ever-evolving field, so show us that you’re always learning! Mention any recent courses, webinars, or industry events you’ve attended. This not only exhibits your enthusiasm but also signals to Jobs Paloaltonetworks that you’re committed to staying ahead in the game.
How to prepare for a job interview at Jobs Paloaltonetworks
✨Sharpen Your Technical Skills
For a role in cybersecurity, it’s essential to be up-to-date with the latest tools and techniques. Brush up on your knowledge of firewalls, intrusion detection systems, and vulnerability assessment tools. Be ready to discuss specific scenarios where you’ve applied these skills, as hands-on experience can really set us apart in interviews.
✨Prepare for Scenario-Based Questions
Expect the interviewers at Jobs Paloaltonetworks to throw in some hypothetical situations to see how you’d handle them. Think about common security breaches or incidents and be prepared to explain how you would respond. This not only shows your problem-solving skills but also your understanding of real-world cybersecurity challenges.
✨Highlight Your Certifications
Certifications like CompTIA Security+, CISSP, or CEH can give you a significant edge in a full-time role in cybersecurity. Make sure to mention these during your interview and be prepared to discuss what you learned through those certifications and how they relate to the position at Jobs Paloaltonetworks.
✨Show Your Passion for Cybersecurity
Since you’re going for a full-time gig, showing genuine enthusiasm for the field can make all the difference. Share any personal projects, blogs, or communities you’re part of that relate to cybersecurity. This not only showcases your passion but also your commitment to staying engaged in this ever-evolving field.
