Cloud & ISV Alliances Manager – APJ (excluding ANZ)

The Partners & Alliances Team

The Global Alliance Team is part of Okta’s Revenue Organization. We manage the largest and most complex relationships across Cloud Providers, ISVs, Resellers, Distributors, Delivery Partners and Systems Integrators with a laser focus on driving sales, adoption and deployments of Okta’s software.

We are looking for an experienced, well-connected, and ideally multilingual Alliance Manager to join the team. This role is a critical builder position with a strategic mindset, focused on scaling our regional footprint with AWS and Google alongside key ISV partners across APJ excluding ANZ.

The Opportunity

The Cloud & ISV Alliances Manager is responsible for owning and leading the strategic engagement, co-sell motion, and partnership between Okta, AWS, and our core ISV ecosystem (including partners like Zscaler and CrowdStrike).

Reporting into the AVP of Cloud and ISV, you will act as the primary focal point for all AWS and strategic ISV-related program engagements within your designated territories. You will drive deep collaboration between internal stakeholders, partner teams, and clients, ensuring clear and measurable execution plans are in place to achieve agreed revenue goals. The role demands active in-market presence and close alignment with Okta’s regional leadership, sales, and technical teams to unlock joint go-to-market strategies.

What you’ll be doing

Drive Revenue Growth: Lead and expand the Okta/AWS and ISV relationships across APJ with a primary focus on Singa

Ecosystem Orchestration: Manage day-to-day relationships with the AWS partner management team as well as strategic ISV partners like Zscaler and CrowdStrike to build powerful, multi-vendor security solutions in the market.

Program Execution: Identify, qualify, and implement AWS Partner Programs (e.g., AWS ISV Accelerate, Marketplace motions) that align with Okta’s regional business goals.

Regional Sales Alignment: Support Okta Sales leadership to build tight-knit relationships with relevant AWS and ISV sales/marketing teams. Create territory-specific business plans and oversee their execution.

Cross-Functional Enablement: Educate and enable Okta’s internal regional teams (sales, pre-sales, and marketing) on AWS offerings, partner program benefits, ISV integrations, and co-selling best practices.

Data & Performance Tracking: Track the performance and outcomes of cloud and ISV initiatives, ensuring partner engagements translate into measurable pipeline, revenue, and margin growth.

Market Presence: Travel regularly into market across APJ with emphasis on ASEAN, Japan, Korea. And to foster relationships and support high-value opportunities.

What you’ll bring to the role

Ecosystem Expertise: Deep experience within the AWS ecosystem, including in-depth knowledge of the AWS sales organization, AWS Marketplace (including CPPO), the AWS Partner Network (APN), and the APN Customer Engagement (ACE) system.

ISV Experience: Proven track record working with or alongside major ISV players, ideally within the cybersecurity landscape (e.g., Zscaler, CrowdStrike).

Regional & Language Skills: Strong cross-geography experience across APJ. Fluency in English is required; professional proficiency in another regional language is preferred.

Location & Workspace: Ability to work from one of our key regional hubs (Singapore) at least 50% of the time, with the flexibility to travel into the market as required.

Proven Impact: Background within an AWS partner organization or a high-growth SaaS company, with a track record of developing networks, navigating complex partner programs, and driving co-sell revenue.

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