Senior Regional Alliances Manager
Get to know Okta
Okta is The World’s Identity Company. We free everyone to safely use any technology anywhere, on any device or app. Our Workforce and Customer Identity Clouds enable secure yet flexible access, authentication, and automation that transforms how people move through the digital world, putting Identity at the heart of business security and growth.
At Okta, we celebrate a variety of perspectives and experiences. We are not looking for someone who checks every single box, we’re looking for lifelong learners and people who can make us better with their unique experiences.
Join our team! We’re building a world where Identity belongs to you.
The Partner and Alliances Team
This role is a critical part of Okta's ANZ Partners and Alliances team. The team owns relationships and business development with Okta's partners in ANZ and is a significant contributor to the region's growth, with partner-sourced and partner-influenced business a core measure of its success. Okta's ANZ go-to-market is "Partner First", and this team is central to executing it.
The Senior Regional Alliances Manager Opportunity
Okta is seeking a Senior Regional Alliances Manager to own our top SI and delivery partnerships in ANZ. You will build and run joint go-to-market plans with these partners that create partner-sourced pipeline, grow subscription revenue and drive regional expansion, with a repeatable way of working.
Beyond that, you will build three-way go-to-market motions with Cloud, AI and ISV partners, and expand our reach beyond security across each partner's organisation and practices, including Modernisation, Migration, AI, User/Digital Experiences and Business Transformation.
This is a build role, moving from product resell to solution selling. You will work with cross-functional teams to understand, create and execute joint motions that become a partner-sourced business engine.
You will report directly to the Director of Partners & Alliances, ANZ.
Specific Desired Role Outcomes:
Quarterly joint business plans in place and delivering growth in customer acquisition, platform adoption and revenue across ANZ.
A strong operating cadence across Okta and partner stakeholders, with regular quarterly business reviews, executive governance and clear performance reporting.
Accurate forecasting and a healthy pipeline, with revenue targets met for partner-sourced and partner-influenced business.
Trusted executive-level relationships across partner organisations and their practices.
Okta Account Executives and partner sellers working as one team, resulting in faster deals, more customer wins and successful deployments.
Repeatable, industry-specific 'Secured by Design' solutions built on Okta, with the delivery capability to take them to market.
Product, Solutions Engineering, Customer Success, Marketing, Delivery, Legal and Commercial teams aligned behind partner-led engagements, without blockers.
Market intelligence and competitive insight on the partner ecosystem informing Okta's solution and commercial strategy.
What you’ll bring to the role
Significant experience leading strategic alliances, SI partnerships, or ecosystem relationships within enterprise software, cloud, AI, or consulting.
Excellent communication, negotiation, and executive presentation skills.
A builder mindset with the ability to create scalable partnership programs, solve ambiguous problems, and drive execution across multiple stakeholders.
The ability to thrive in a fast-moving, high-growth environment while balancing strategic thinking with operational excellence.
5+ years' proven experience leveraging partners to drive sourced pipeline and revenue.
Influence without authority across Sales, Presales, Marketing and Delivery.
Ability to travel up to 30% of the time.
And extra credit if you have experience in any of the following!
Background in Security and/or Identity market in ANZ.
Established relationships and business experience with Strategic SIs in ANZ.
Use AI in your daily work to improve forecasting, partner planning or reporting.
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