Regional Alliance Manager, Enterprise East

The Partner and Alliances Team

Okta Partners & Alliances is responsible for indirect go-to-market strategy, execution, and bookings globally. With more than 1000 partners around the world today, Okta’s partner program is designed to accelerate our impact with customers.

The Regional Alliance Manager,  Okta (CML/ENT/Canada)

Reporting to the Director of AMER Okta Partners & Alliances, the Regional Alliance Manager will drive co-sell execution across a defined portfolio of focus partners within the Commercial customer segment. This role is responsible for collaborating with partners and Okta Sales to advance active opportunities, create new Okta pipeline, and align the resources and actions required to move deals forward. In collaboration with the Partner Account Manager for Okta, the Regional Alliance Manager will use account intelligence, partner relationships, and performance data to identify additional partners with the propensity to expand their Okta footprint across target accounts. Through focused execution and repeatable co-sell motions, this role will strengthen partner alignment, accelerate Okta growth, and deliver greater value to customers.

What you’ll be doing

Work with the Okta sales teams to define GTM plans for the Focus Okta Partners in their portfolio

Leverage Partner Account Managers to drive joint pipeline and closed/won business

Serve as the Partner advocate inside Okta; evangelize Partners and the opportunities they present by executing programs that help keep Partners top of mind with Okta sales leaders and AE’s to ensure key Partners with unique capabilities and offerings are part of any territory sales plan

Forecast alliance revenue, inclusive of Focus Partners and co-sell motion accurately with strong Salesforce.com skills

Apply strong data & analytical skills to measure KPIs around pipe-gen, sourced ARR, marketing, deal registration, accreditations and certifications

Execute the strategy behind the Presales technical alignment and the Services organizations to hit mutual targets

Represent both the voice of the Alliance Partner to Okta Sales and the voice of Okta Sales to the Partner as required to resolve issues and attain revenue

Build strong working relationships with all Strategic and Commercial Okta Sales and Professional Services teams to effectively and efficiently engage in co-sell motion

Drive originated and teamed deals with defined Partners in order to achieve quota

Build and drive pipeline generation at the Field level with direct Sales and go-to-market Partner organizations

Build a comprehensive territory plan with Okta AEs and focus partners to hit defined revenue goals. Use the historical data to identify strategies and tactics which will be put into play by Partner and Okta Sales teams

What you’ll bring to the role & what we’re looking for:

5+ years of Partners and Alliances experience, preferably in the SaaS and/or CIAM space, with a strong focus on high-tech alliance sales working with regional, national, and global Partners

Proven track record and success with Commercial customer engagements

Experience executing a co-sell model with Focus Solution Providers, and other partner types as required with a deep familiarity with their strategies/business models (preferably security software)

Experience in working with Solution Providers in joint GTM motions

Ability to drive influence and build strong relationships with decision makers across all levels of Partner and prospect organizations

Up to date on the trends and market leading companies in the broader Cloud Computing and Customer Identity Management ecosystem

Can formulate a partnership vision, strategy, and execution plan

Must be able to prioritize and multi-task with special attention to detail and follow-up

Ability to run quickly with little supervision and adapt to a fast-paced, constantly changing environment

Comfortable with travel as necessary

And extra credit if you have experience in any of the following!

Familiarity with CSP Co-Sell motions

Sales Management Experience

Location: Role is open to any location located in the Eastern Time Zone - if located in New York City or Washington, D.C. you must be able to commute to the Okta office 2x/week

#LI-Hybrid

P21725

Below is the annual On Target Compensation (OTE) range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York and Washington. 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 benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO 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/us.

The annual OTE range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between:

$200,000—$250,000 USD