Channel Development Manager - Cybersecurity

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, owning and steering indirect revenue growth, expanding market reach, accelerating product adoption, and providing exceptional value to customers through strategic technology alliances and partnerships.

As the Channel Development Manager you will be responsible for building the Oakdoor partner programme—from concept 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

• Define the vision, objectives, and structure of the technology partner programme, ensuring alignment 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.
• Determine programme models, benefits and requirements to incentivise partner engagement and performance.
• Identify, evaluate, and prioritise potential go‑to‑market channel partners based on strategic fit, market reach, and technical fit.
• 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.
• Design and implement operational processes, governance frameworks, and partner lifecycle management tools as the programme scales.
• 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 the product roadmap and go‑to‑market strategies.
• 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.
• Define KPIs and success metrics for partner performance, programme ROI, and ecosystem health.
• Implement 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.
• 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 throughout the engagement lifecycle.

Hybrid Working

Our approach is to be in the office or on client site a minimum of 2 days per week. The actual time and location may 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 with a product vendor.
• Understanding of secure hardware and cyber‑security solutions, technology markets, and an existing network within relevant sectors.
• 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.
• Eligibility for UK Security Clearance.
• Experience in network infrastructure or cybersecurity sales is beneficial.

Additional Expectations

In the very short term, you will have launched a fully operational partner programme that attracts high‑value partners, generates measurable revenue growth, and delivers innovative joint solutions for customers. You will have established a scalable operational framework, built strong partner relationships, and positioned the programme as a key driver of our competitive advantage in the market.

Benefits

• Health and lifestyle perks accompanying private healthcare
• 25 days annual leave (plus a 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)

Equal Opportunity Statement

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 under‑represented groups.

If you need adjustments or accommodations to the recruitment process or interview, please contact us at recruitmentenquiries@paconsulting.com.

Please be aware that some of our UK roles at PA Consulting require a UK security clearance. All PA people are required to undergo background checks and to achieve the Baseline Personnel Security Standard; however, some UK roles also require higher levels of National Security Vetting, where applicants must have at least 5 years of continuous residency in the UK. We therefore ask that you only apply if you meet the residency requirements (i.e. you are a British citizen or have been resident in the UK for the past 5 years), as this is the prerequisite for a security clearance. If you're unsure about your eligibility, we encourage you to review the UK Government’s guidance on security vetting before applying.