Director, Partner Sales Commercial & Enterprise

Chicago, IL

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 Partners 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 Director, Partner Sales Commercial & Enterprise opportunity

Reporting to the Area Vice President of Americas Enterprise & Commercial Partner Sales, the Director of Partners Sales will lead a team focused on co-sell, supporting, and growing our continued growth through our Partners and Alliances ecosystem. This will be a remote role, with focus across the Americas Enterprise and Commercial Sales segments. This will be a people manager role, responsible for a team of Partner Territory Alliance Managers (PTAM) with responsibility to co-sell with our Partners & Alliances ecosystem including Resellers, SI/GSI, CSP, and Tech Partners. 

The objective is to build and strengthen Okta’s partner-leverage across the Enterprise and Commercial segments in the Americas. Ultimately, helping establish predictability and repeatability in partner engagement and delivered outcomes. 

The candidate should have a demonstrated ability to think strategically, build, deliver and execute business plans, convey compelling value propositions, work cross-functionally to build consensus, and successfully coach others. Leadership skills and relationship building will be critical, in both external and internal capacities.

We are looking for candidates who thrive in the opportunity to build strategy and teams, are resilient, and bring a collaborative approach each day to support cross-functional success. This person will have an opportunity to make a huge impact on the team they develop and lead, contributing to the success of our partners, customers, and Okta. 

What you’ll be doing 

  • Lead strategy and execution for the Enterprise and Commercial PTAM team, while promoting and maintaining a high performance team culture
  • Coach, mentor, and support the team to achieve business objectives and personal development goals
  • Prioritize, engage, and connect with Focus Partners to establish and execute joint GTM strategies 
  • Build strong working relationships and communicate effectively with internal and external stakeholders
  • Serve as an escalation point around co-sell engagement with Okta Sales teams and Partners & Alliances ecosystem 
  • Identify opportunities for continued progress and introduce new and/or revised strategies
  • Manage and report on key performance metrics; revenue, net-new customer acquisition, joint-value plans, partner origination

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

  • Minimum of 10+ years in a Partner focused, revenue generating role with a proven track record of closing large deals in the $500k-$1M range 
  • Minimum 5+ years of experience as a people manager, specifically over a team responsible for co-sell
  • Experience in co-sell across multiple Partner types with strong, existing relationships with AWS, CDW, SHI. and/or Dell in AMER 
  • Strong ability to multitask, managing multiple priorities and stakeholders
  • Strong communication skills
  • Strategic thinker with a growth mindset
  • Track record of having and achieving quotas
  • Ability to run quickly with little supervision and adapt to a fast-paced, constantly changing environment
  • 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
  • Comfortable with travel as necessary

Additional experience that we value 

  • Familiarity with CSP Co-Sell motions
  • Success in building and implementing co-sell roles
  • Experience in Identity
  • Sales Management Experience
Okta’s Top 5 Core Leadership Competencies are part of the deeply ingrained principles that guide all of our company’s actions. They also align strongly to our cultural cornerstones, our Okta values: love our customers, empower our people, never stop innovating, act with integrity, and maintain transparency. It’s our expectation that our managers and leaders embody these core competencies:
  • Builds Effective Teams: Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.          
  • Demonstrates Self-Awareness (EQ): Using a combination of feedback and reflection to gain productive insight into personal strengths and weaknesses.
  • Develops Talent: Developing people to meet both their career goals and the organization’s goals.
  • Drives Results: Consistently achieving results, even under tough circumstances.
  • Strategic Mindset: Seeing ahead to future possibilities and translating them into breakthrough strategies.

Below is the annual On Target Compensation (OTE) range for candidates located in California, Colorado, 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, Colorado, New York, and Washington is between:$272,000—$408,000 USD

What you can look forward to as a Full-Time Okta employee!

Okta cultivates a dynamic work environment, providing the best tools, technology and benefits to empower our employees to work productively in a setting that best and uniquely suits their needs. Each organization is unique in the degree of flexibility and mobility in which they work so that all employees are enabled to be their most creative and successful versions of themselves, regardless of where they live. Find your place at Okta today! https://www.okta.com/company/careers/.

Some roles may require travel to one of our office locations for in-person onboarding.

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.

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Okta is committed to complying with applicable data privacy and security laws and regulations. For more information, please see our Privacy Policy at https://www.okta.com/privacy-policy/. 

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Okta
The foundation for secure connections between people and technology

Okta is the leading independent provider of identity for the enterprise. The Okta Identity Cloud enables organizations to securely connect the right people to the right technologies at the right time. With over 7,000 pre-built integrations to applications and infrastructure providers, Okta customers can easily and securely use the best technologies for their business. More than 19,300 organizations, including JetBlue, Nordstrom, Slack, T-Mobile, Takeda, Teach for America, and Twilio, trust Okta to help protect the identities of their workforces and customers.

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