Partner Territory Alliance Manager

1 hour, 47 minutes ago
Full-time
Lead
Sales and Business Development
Okta

Okta

Okta is a leading independent provider of identity solutions for enterprises, offering a comprehensive range of products and services to connect and protect employees, partners, and customers. With a focus on secure access, authentication, and automati...

Professional Services
5K-10K
Founded 2009

Description

  • Work with the Okta sales team to define go-to-market plans for partners in the portfolio.
  • Leverage technology alliance partners to drive joint pipeline and closed-won business.
  • Serve as the partner advocate inside Okta and promote partner value to sales leaders and account executives.
  • Forecast alliance revenue across reseller, G/SI, cloud provider, and tech alliance co-sell motions using Salesforce.com.
  • Track and analyze KPIs related to pipeline generation, marketing, deal registration, accreditations, and certifications.
  • Execute pre-sales technical alignment and coordinate with services organizations to achieve mutual targets.
  • Represent the partner’s voice to Okta and Okta’s voice to the partner to resolve issues and support revenue attainment.
  • Build strong working relationships with Okta Sales and Professional Services to support co-sell motions.
  • Drive originated and teamed deals with defined partners to meet quota.
  • Build territory plans with account executives and use historical data to shape partner and sales tactics.

Requirements

  • 10+ years of partners and alliances experience or related sales experience, preferably in SaaS and IAM.
  • Strong focus on high-tech alliance sales, business development, or alliances management with national partners.
  • Experience executing a co-sell model with resellers, G/SI partners, cloud providers, and tech alliance partners.
  • Deep familiarity with partner strategies and business models, preferably in security software.
  • Experience working with resellers and G/SI partners in joint go-to-market motions.
  • Ability to drive influence and build relationships with decision makers across partner and prospect organizations.
  • Awareness of trends and market-leading companies in the cloud computing and identity management ecosystem.
  • Ability to formulate partnership vision, strategy, and execution plans.
  • Strong prioritization, multitasking, attention to detail, and follow-up skills.
  • Ability to work quickly with little supervision in a fast-paced, changing environment.
  • Comfortable with travel as necessary.
  • Familiarity with CSP co-sell motions (preferred).
  • Sales management experience (preferred).

Benefits

  • Annual on-target compensation of $200,000 to $300,000 USD for candidates in listed states.
  • Equity eligibility where applicable.
  • Health, dental, and vision insurance.
  • 401(k) plan.
  • Flexible spending account.
  • Paid leave, including PTO and parental leave.
  • Immersive in-person onboarding experience.
  • Remote work designation indicated by #LI-Remote.

Interested in this position?

Apply directly on the company website

Apply Now

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