Senior Business Development Manager – Identity Security, GSI, MSP

This is a fully remote position, open to applicants in United Kingdom.

📋 Description

• Assist strategic partners in identifying and prioritizing key growth areas within IDIRA.

• Establish executive alignment and create business cases for investment in Identity Security practices, offerings, and managed services.

• Secure partner commitment regarding personnel, skills, certifications, investment, and launch priorities.

• Develop collaborative business plans that include ownership, milestones, and commercial objectives.

• Convert IDIRA priorities into partner-specific go-to-market strategies, target customers, use cases, and launch plans.

• Lead the development of commercial propositions, positioning, business models, and sales strategies for partner offerings.

• Align teams from Palo Alto Networks and partners around key opportunities, pipeline generation, and launch activities.

• Transform successful initiatives into repeatable processes that can be scaled through the broader ecosystem.

• Act as the IDIRA go-to-market expert in the development of strategic partner motions.

• Advocate for and present priority IDIRA solutions, offerings, and use cases to partner and customer stakeholders.

• Guide partners on solution focus and market entry strategies.

• Coordinate resources from Product, Solutions, Marketing, Sales, and Partners to sustain momentum, validate initiatives, and eliminate obstacles.

⛳️ Requirements

• Over 7 years of experience in business development, partner strategy, consulting, ecosystem, or channel roles within cybersecurity, cloud, or enterprise technology.

• Demonstrated experience assisting partners in developing new practices, services, offerings, or market entry strategies.

• Strong comprehension of partner business models across Global System Integrators (GSIs), Managed Service Providers (MSPs), advisory firms, or large consulting organizations.

• Experience in creating joint go-to-market plans, target-account strategies, and commercial propositions.

• Strong executive presence with the capability to engage senior business leaders within partner organizations.

• Proven ability to lead complex cross-functional initiatives from strategy formulation to execution.

• Strong commercial insight and understanding of partner economics, investment models, and recurring services.

• In-depth knowledge of cybersecurity solutions with the ability to become a credible expert in IDIRA solutions, use cases, and sales approaches.

• Excellent communication skills tailored to business, technical, and executive audiences.

• Experience collaborating with or within major GSIs, MSPs, or advisory firms.

• Experience in building managed security or recurring-service offerings.

• Experience in launching partner offerings, practices, or new technology categories.

• Experience working across global and regional partner organizations.

• Knowledge in Identity Security, Privileged Access Management (PAM), Identity Governance and Administration (IGA), machine identity, secrets management, or related cybersecurity domains.

• Familiarity with Agentic AI, Non-Human Identity, or AI Security.

• Experience with complex enterprise platform vendors and multi-product go-to-market strategies.

🏝️ Benefits

• Reasonable accommodations for qualified individuals with a disability or special need.

• Immigration sponsorship available.

• Commitment to equal opportunity employment.

• Confidential treatment of applicant information in accordance with EEO guidelines.