Partner Territory Alliance Manager

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