Partner Territory Alliance Manager, Enterprise East

New York; Massachusetts; North Carolina; South Carolina; Georgia

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.

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

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, GSI, 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

  • 5+ years of partners and alliances experience, preferably in SAAS and IAM space. And a strong focus on high-tech alliance sales, business development or alliances managing National partners. 
  • Proven experience and success with Enterprise and Strategic customer engagement 
  • 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 

#LI- Remote

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:$194,000—$290,000 USD The OTE range for this position for candidates located in the San Francisco Bay area is between:$271,000—$325,000 USD

What you can look forward to as an 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/.

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 participate in the job application, interview process, or onboarding please use this Form to request an accommodation.

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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