Director Channel and Alliances - Emerging Markets
About the Role
We're seeking an exceptional Channel Sales Leader to own and develop sales bookings through our Distribution-driven channel ecosystem across EMEA's partner-led markets: Eastern Europe, Africa (exc. South Africa), and the Middle East (exc. UAE and KSA).
As Okta continues scaling through a Partner First strategy, you'll lead Partner Sales Managers and Regional Alliance Managers to build and develop the channel ecosystem while managing all stages of the sales cycle—from pipeline development through closed bookings. This is a unique opportunity to spearhead the expansion of Okta's GTM through channel partnerships.
Key Responsibilities
Lead and manage PSM and RAM teams with accountability for regional growth strategy, planning, and bookings targets
Develop and execute go-to-market tactics to scale revenues in complex, fast-growing markets
Build a productive, sustainable sales pipeline and forecast monthly, quarterly, and annual targets
Drive deal velocity, develop win strategies with the team, and maximize pipeline coverage
Partner with cross-functional teams (Sales Engineering, Professional Services, Legal, Deal Desk) for seamless execution
Own pipeline generation strategy and maintain market intelligence to keep Okta competitive
Develop and maintain senior-level relationships within the partner ecosystem (ISVs, resellers, GSIs)
Create an open, inclusive team environment built on accountability, transparency, and results
Lead by example, providing coaching, mentorship, and oversight to ensure efficient resource deployment
What We're Looking For
Proven success hiring, leading, and developing high-performing sales teams
Strong track record building and scaling revenue through channel ecosystems
Experience in growth markets: Middle East, Africa, and/or Eastern Europe
Deep understanding of SaaS/Cloud Go-To-Market strategies and customer engagement models
Demonstrated ability to influence key stakeholders and orchestrate alignment across organizations
Strategic mindset with an entrepreneurial, builder-focused approach
Ability to adapt and thrive in fast-growing, dynamic environments
Okta's Core Leadership Competencies
Builds Effective Teams: Creating strong teams with diverse skills and perspectives
Demonstrates Self-Awareness: Using feedback and reflection to understand strengths and gaps
Develops Talent: Growing people to meet career and organizational goals
Drives Results: Consistently delivering results, even under challenging circumstances
Strategic Mindset: Translating future possibilities into breakthrough strategies
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Below is the annual On Target Compensation (OTE) range for candidates located in Ireland. Your actual OTE, which is inclusive of base salary and incentive compensation, will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable) and comprehensive healthcare coverage and financial benefits including paid time off and parental leave in accordance with our applicable plans and policies. To learn more about our Total Rewards program please visit: https://rewards.okta.com/irl.
The OTE range for this position for candidates located in Ireland is between:
€196.000—€264.000 EUR