- Develop and execute business plans driving all aspects of partner relationships and maximizing growth opportunities
- Ensure partners are positioned to deliver successful customer implementations and recommendations
- Work within a team environment to ensure partner and customer satisfaction
- Enable partners on the Idira value proposition and inspire promotion of the product
- Support partners in developing value-added solutions and Professional Managed Services offerings based on Idira products
- Communicate consistently across the region with dedicated partners to build robust partnerships
- Lead regular business performance and relationship reviews with senior management and stakeholders
- Build and maintain performance reports and activity dashboards
- Develop strategic business plans with assigned partners 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 and performance management discussions
- Drive partner accountability for revenue, certification, deal registration, and pipeline objectives
- Build and maintain 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

Requirements





- 7+ years of experience in Channel Sales, Partner Development, Alliances, or Business Development
- Experience working with cybersecurity technologies is desirable but not essential, including 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
- Strong executive presence and relationship management skills
- Ability to build and execute business plans tied to measurable outcomes
- Experience managing complex channel conflicts and navigating matrixed organizations
- No immigration sponsorship available; applicants must not require work visa sponsorship for this position

Core Competencies

Demonstrates expertise in Channel Sales and Partner Development, with a strong focus on building strategic business plans and driving revenue through partnerships. Proven ability to manage complex relationships and deliver measurable outcomes in a collaborative environment.

Highest-signal resume keywords

- Channel Sales Experience
- Partner Development
- Business Plan Execution
- Relationship Management
- Cybersecurity Technologies Knowledge

ATS Optimization Keywords

Hard Skills

- Business Plan Development
- Revenue Generation
- Performance Reporting
- Pipeline Management
- Partner Enablement

Soft Skills

- Executive Presence
- Communication Skills
- Collaboration
- Problem-Solving
- Relationship Building

Industry Keywords

- MSSPs
- GSIs
- VARs
- Identity Governance
- Privilege Access Management

Tools & Technologies

- Activity Dashboards
- Performance Reports

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📌 Senior Partner Development Manager (Melbourne)
🏢 Jobtailor
📍 Melbourne