Channel Development Manager - Cybersecurity
PA Consulting · London, United Kingdom · 16d ago
Company Description
Oakdoor™ by PA Consulting is an incubated scale-up business that is disrupting the cybersecurity world of cross domain solutions. Bringing the next generation of ingenious hardware data diodes to the most important networks in the world.
We build relationships with customers who want to protect their critical digital assets, from across a range of industries such as defence, national security and critical national infrastructure. By understanding common challenges and opportunities we use our insight to solve customer problems, nurturing relationships with organisations of varying maturity.
We are a highly skilled and motivated team designing and selling world-leading new network security products - and "world- leading" genuinely means we are the only team who can meet the needs of some of our extraordinarily prestigious customers.
'Oakdoor presents a unique opportunity for an ambitious sales professional. As part of the team, you have the opportunity to bring product to market, that is representative of an industry disruptor, and genuinely solves long standing network security challenges'.
Cyber Security Hardware | Cross Domain Solutions | Oakdoor
Job Description
We are looking for an experienced and visionary Channel Development Manager to design, create, and operationalise a world-class technology product partner programme from the ground up. You will take accountability for partner-sourced pipeline and revenue growth.
This role will be central to shaping our partner ecosystem strategy, you will own and shape the partner ecosystem to drive indirect revenue growth, grow market reach, accelerate product adoption, and deliver exceptional value to customers through strategic technology alliances and partnerships.
As the Partner / Channel ManagerChannel Development Manager, you will be responsible for building the Oakdoor partner programme - from conceptual design, partner recruitment, onboarding, training and enablement to operational execution and continuous optimisation. You will work cross-functionally with product, marketing, sales, and operations teams to ensure the programme is commercially impactful, operationally efficient, and strategically aligned with our long-term business goals.
Key Responsibilities:
Programme Design & Strategic Planning
- Define the vision, objectives, and structure of the technology partner programme, ensuring it aligns with Oakdoor’s strategy and market opportunities.
- Develop a compelling partner value proposition that differentiates our programme in the market and attracts high-quality technology partners.
- Consider and establish programme models, benefits, and requirements to incentivise partner engagement and performance.
Partner Recruitment & Ecosystem Development
- Identify, evaluate, and prioritise potential go-to-market channel partners based on strategic fit, market reach, and technical fit (current and future product roadmap).
- Lead negotiations and partnership agreements, ensuring mutually beneficial terms and long-term collaboration potential.
- Build a diverse partner ecosystem that includes system integrators, resellers, and technology alliances.
Operationalisation & Enablement
- Design and implement appropriate operational processes, governance frameworks, and partner lifecycle management tools as we scale.
- Develop onboarding journeys, training programmes, and sales enablement resources to accelerate partner readiness and time-to-market.
- Collaborate with internal teams to integrate partner input and insights into our product roadmap and go-to-market strategies.
Go-to-Market Execution
- Alongside Oakdoor sales and marketing, co-create joint marketing campaigns, solutions, and sales plays with partners to drive demand generation and revenue growth.
- Ensure alignment between partner activities and internal sales teams to maximise pipeline development and conversion.
- Represent the partner programme at industry events, conferences, and partner summits to enhance visibility and credibility.
Performance Measurement & Continuous Improvement
- Define KPIs and success metrics for partner performance, programme ROI, and ecosystem health.
- Implement appropriate reporting and conduct regular business reviews with partners to track progress and identify growth opportunities.
- Gather feedback from partners and internal stakeholders to refine programme benefits, processes, and engagement models.
Relationship Management & Advocacy
- Serve as the primary executive contact for strategic partners, fostering trust, collaboration, and long-term commitment.
- Act as an internal advocate for partners, ensuring their needs and opportunities are represented in product and business decisions.
- Build a culture of partnership excellence across the organisation, and engagement lifecycle.
Hybrid working - our approach is to be in the office or on client site a minimum of 2 days per week. However, the actual time you spend and where you spend it will vary by role or assignment, including up to 5 days per week on a client site.
Qualifications
- 7+ years of experience in channel management, partnerships, or ecosystem development within the technology sector – preferably working for a product vendor.
- Ideally an understanding of secure hardware and cyber‑security solutions, technology markets, and an existing network within relevant sectors.
- A hands-on, agile, ‘sleeves rolled up attitude’ to getting things done in a rapidly changing and evolving environment.
- Demonstrated success in designing and launching partner programmes that deliver measurable business impact.
- Strong commercial acumen with the ability to balance strategic vision and operational execution.
- Exceptional relationship-building, negotiation, and stakeholder management skills.
- Proficiency with CRM, PRM, and partner enablement platforms.
- Excellent communication and presentation skills, with the ability to influence at all organisational levels.
- You must be eligible for UK Security Clearance.
- Experience in network infrastructure or cybersecurity sales would be beneficial.
We know the skill-gap and ‘somewhat need to tick every box’ can get in the way of meeting brilliant candidates, so please don’t hesitate to apply – we’d love to hear from you.
Apply today by completing our online application
Please be aware that some of our UK roles at PA Consulting require a UK security clearance.
All PA people are required to undergo background checks and to achieve the Baseline Personnel Security Standard however, some UK roles also require higher levels of National Security Vetting, where applicants must have at least 5 years of continuous residency in the UK.
We therefore ask that you only apply if you meet the residency requirements (i.e. you are a British citizen or have been resident in the UK for the past 5 years), as this is the prerequisite for a security clearance. If you're unsure about your eligibility, we encourage you to review the UK Government’s guidance on security vetting before applying.
Additional Information
In the very short-term, you will have launched a fully operational partner programme that is attracting high-value partners, generating measurable revenue growth, and delivering innovative joint solutions for customers. You will have established a scalable operational framework, built strong partner relationships, and positioned the programme as a key driver of our competitive advantage in the market.
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Our purpose guides how we work with our clients and our teams, and support our communities, to deliver insight and impact, solving the world’s most complex challenges. We're focused on building a workplace that values human difference and diverse mindsets, and a culture of inclusion and equality that unlocks the potential in our people so everyone can be their best self.
Find out more about Life at PA here.
We are dedicated to supporting the physical, emotional, social and financial well-being of our people. Check out some of our extensive benefits:
- Health and lifestyle perks accompanying private healthcare
- 25 days annual leave (plus a bonus half day on Christmas Eve) with the opportunity to buy 5 additional days
- Generous company pension scheme
- Opportunity to get involved with community and charity-based initiatives
- Annual performance-based bonus
- Tax efficient benefits (cycle to work, give as you earn)
We’re committed to advancing equality. We recruit, retain, reward and develop our people based solely on their abilities and contributions and without reference to their age, background, disability, genetic information, parental or family status, religion or belief, race, ethnicity, nationality, sex, sexual orientation, gender identity (or expression), political belief, veteran status, or any other range of human difference brought about by identity and experience. We welcome applications from underrepresented groups.
Adjustments or accommodations - Should you need any adjustments or accommodations to the recruitment process, at either application or interview, please contact us on recruitmentenquiries@paconsulting.com
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