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 strong 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
Robust 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
#J-*****-Ljbffr

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