Partner Territory Alliance Manager

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Secure Every Identity, from AI to HumanIdentity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence.

This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk.

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 Partner Territory Alliance Manager Opportunity

Reporting to the Area Vice President, Americas Alliance Partners, this role will engage in a co-sell fashion with Resellers, GSI partners, Cloud Providers, Strategic Tech Alliance Partners, and Okta Sales, throughout Enterprise and Strategic Okta customer segments.. In this role, you will be responsible for aligning key Sales and Marketing resources to execute against key sales plays. Ultimately, creating a healthy bi-directional bias between partner and Okta. Co-sell motion with the Resellers and GSI partners, inclusive of Cloud Providers and strategic Tech Alliance Partners helps create clear competitive differentiation and elevated customer value.

What you’ll be doing

• Work with the Okta Sales team to define GTM plans for the Okta partners in their portfolio.
• Leverage technology alliances partners 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 IP and related offerings are part of any territory sales plan.
• Ability to forecast alliance revenue, inclusive of Reseller, G/SI, Cloud Provider, and Tech Alliance co-sell motion accurately with strong Salesforce.com skills.
• Data driven with strong analytical skills to constantly measure KPI’s around pipe-gen, marketing, deal reg, accreditations and certifications.
• Execute the strategy behind the pre sales technical alignment and the services organizations to hit mutual targets.
• Represent both the voice of the Alliance Partner to Okta and the voice of Okta to the Partner as required to resolve issues and attain revenue
• Build strong working relationships with all Okta sales, Professional Services 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 to hit defined revenue goals. Use the historical data to identify both strategies and tactics which will be put into play by partner and Okta Sales.

What you’ll bring to the role

• 10+ years of partners and alliances experience or related Sales experience, preferably in SAAS and IAM space. And a strong focus on high-tech alliance sales, business development or alliances managing National partners.
• Experience in executing a co-sell model with Resellers, G/SI partners, Cloud Providers, and Tech Alliance Partners as well as a deep familiarity with their strategies/business models (preferably security software)
• Experience in working with Resellers and G/SI partners in joint GTM motions
• A business leader who is able 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 Identity Management ecosystem
• Ability to 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

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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—$300,000 USD

The Okta Experience

• Supporting Your Well-Being
• Driving Social Impact
• Developing Talent and Fostering Connection + Community

We are intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate. Your journey begins with an immersive, in-person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one.

Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws.

If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding please use this Form to request an accommodation.

Notice for New York City Applicants & Employees: Okta may use Automated Employment Decision Tools (AEDT), as defined by New York City Local Law 144, that use artificial intelligence, machine learning, or other automated processes to assist in our recruitment and hiring process. In accordance with NYC Local Law 144, if you are an applicant or employee residing in New York City, please click here to view our full NYC AEDT Notice.

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