Senior Business Development Manager – Identity Security, GSI, MSP
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Job Description
Senior Business Development Manager helping Palo Alto Networks partners build and scale Identity Security practices. Driving GTM strategy, offers and commercial growth across UK GSIs and MSPs.
Responsibilities:
- Help strategic partners identify and prioritize high-value IDIRA growth areas
- Build executive alignment and business cases for investment in Identity Security practices, offers and managed services
- Secure partner commitment around people, skills, certifications, investment and launch priorities
- Develop joint business plans with ownership, milestones and commercial objectives
- Translate IDIRA priorities into partner-specific GTM motions, target customers, use cases and launch plans
- Lead commercial propositions, positioning, business models and selling strategies for partner offers
- Align Palo Alto Networks and partner teams around lighthouse opportunities, pipeline creation and launch activity
- Turn successful motions into repeatable plays scalable through the wider ecosystem
- Serve as the IDIRA GTM expert in strategic partner motion development
- Evangelize and pitch priority IDIRA solutions, offers and use cases to partner and customer stakeholders
- Guide partners on solution focus and routes to market
- Coordinate Product, Solutions, Marketing, Sales and Partner resources to maintain momentum, validate motions and remove blockers
Requirements:
- 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 ability to become a credible expert in IDIRA solutions, use cases and selling motions
- Excellent communication skills across business, technical and executive audiences
- 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
Benefits:
- Reasonable accommodations for qualified individuals with a disability or special need
- Immigration sponsorship eligible
- Equal opportunity employment
- Confidential handling of applicant information according to EEO guidelines
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