Overview
In this role, you drive strategic partner enablement and revenue growth for the Idira platform. You will build and execute partner plans, recruit high-potential firms, and maintain executive relationships to ensure successful customer implementations. You’ll lead QBRs, shape partner-driven pipelines, and collaborate with field sales to expand opportunities. This position offers remote work with a focus on cross-geography collaboration, trust, and accountable, outcomes-driven partnerships. Your work helps scale Idira through strategic alliances and innovative go-to-market motions.
Responsibilities
- Develop and execute strategic partner plans to drive Idira enablement, bookings, pipeline, and market share
- Identify and recruit high-potential Idira-focused partners, MSSPs, and Identity modernization providers
- Establish executive-level relationships within partner organizations
- Lead quarterly business reviews (QBRs) and performance management discussions
- Drive partner accountability against revenue, certification, deal registration, and pipeline objectives
- Build and maintain a partner-generated and partner-influenced pipeline
- Collaborate with Idira field sales teams on account planning and opportunity development
- Develop repeatable sales plays focused on Next Generation Trust Security, Agentic AI, and penetrating current Palo Alto Networks customers with Idira technologies
- Align partner resources to strategic customer opportunities and competitive displacement campaigns
- Enable Partners on the value proposition and inspire them to promote our Idira product
- Support partners in developing Value added solutions and Professional Managed Services offerings based on our Idira products increasing revenue growth
- Build and maintain the activity of performance reports and activity dashboards
Key requirements
- 7+ years of experience in Channel Sales, Partner Development, Alliances, or Business Development
- Experience with cybersecurity technologies such as Privilege Access Management, Human, Machine, or Agentic Identities, Secrets Management, and Identity Governance and Administration
- Proven track record of driving revenue through partners
- Experience working with MSSPs, GSIs, and strategic VARs
- Ability to build and execute business plans tied to measurable outcomes
- Strong executive presence and relationship management skills
- Experience managing complex channel conflicts and navigating matrix organizations
- Executive presence
- Relationship management
- Strategic thinking
- Privileged Access Management
- Identity Governance and Administration
- Secrets Management
Senior Partner Development Manager in London employer: Palo Alto Networks
At Palo Alto Networks, we pride ourselves on being an exceptional employer that fosters a culture of innovation and collaboration. As a Machine Identity Security Sales Specialist, you will thrive in a remote environment where your contributions directly impact our mission to secure the digital landscape. With a commitment to employee growth, diverse teams, and cutting-edge technology, you'll find meaningful work alongside passionate colleagues who value your ideas and expertise.
