Senior Partner Development Manager

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

…