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Senior Business Development Manager – Identity Security, GSI, MSP
Palo Alto Networks. Help strategic partners identify and prioritize high-value IDIRA growth areas .
Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in developing joint go-to-market strategies and commercial propositions within the cybersecurity domain, with a strong focus on Identity Security solutions. Proven ability to engage with senior business leaders and drive complex initiatives across partner ecosystems.
Highest-signal resume keywords
Business DevelopmentPartner StrategyJoint GTM PlansCybersecurity SolutionsCommercial Acumen
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Identity SecurityPAMIGAMachine IdentitySecrets ManagementGTM Strategy DevelopmentCommercial Proposition DevelopmentPartner EconomicsInvestment ModelsRecurring Services
Soft Skills
Excellent Communication SkillsStrong Executive PresenceAbility to Engage Senior LeadersCross-Functional Initiative ManagementStrong Commercial Acumen
Tools & Technologies
Agentic AINon-Human IdentityAI Security
Industry Keywords
CybersecurityCloud TechnologyEnterprise TechnologyGSIMSPAdvisory FirmsChannel RolesEcosystem DevelopmentManaged SecurityTechnology Categories
Tech Stack
Tools & technologiesCloudCyber Security
About the role
Key responsibilities & impact- 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
What you’ll need- 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
Comp & perks- 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