Regional Alliance Manager-SLED

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Regional Alliance Manager, Public Sector – CDW-G

Position Description: 

Okta is looking for a Regional Alliance Manager with strong Public Sector Channel experience to support, manage, and drive our Public Sector business with CDW-G, with an emphasis on State and Local Government. This candidate should have strong deal, strategy and relationship management experience to grow and accelerate our business with CDW-G

The ideal candidate will possess a strong sales and channel management background that enables them to engage with CDW-G, as well as our partner ecosystem, which includes strategic ISV partners and distributors. In addition, this individual will partner with Okta’s Public Sector sales organization to build and deliver on GTM strategies for pipeline generation and revenue growth.  

Candidates should also have a demonstrated ability to think strategically and analytically about business, product, and technical challenges, with the ability to build and convey compelling value propositions, and work cross-organizationally to build consensus. We are looking for candidates that are creative, aggressive and looking to expand and advance their Public Sector Alliances responsibilities.

Job Duties and Responsibilities:

  • Seasoned revenue generation track record driving sales in both direct and Alliances roles selling into the Public Sector space
  • Strong history of building and driving pipeline generation at the field level with direct sales, reseller partners and ISV partners
  • Proven history of exceeding channels sales or direct sales quotas
  • Ability to forecast channel revenue accurately with strong Salesforce.com skills
  • Strong analytical skills to determine which marketing and demand generation programs work and insight to build on that experience
  • Work with Okta’s Executive, Regional Alliances, Marketing and Sales teams to identify key Public Sector programs and initiatives, build a strategic plan for executing on those programs and track and report back on the KPI’s and success metrics.
  • Serve as the partner advocate inside Okta for CDW-G

Required Skills:

  • Self motivated, with strong execution skills
  • Deep Public sector relationships and proven revenue generation, preferably through CDW-G
  • Highly experienced working with various contracts and contracting vehicles
  • Experienced in the world of RFI’s, RFP’s, Coordinating Multi Bid Responses
  • 7-10 years of high-tech business development or alliances at a SaaS start up, successfully implementing channel/field alliances strategy to drive dramatically increased sales
  • Natural and highly effective relationship / partner development skills
  • Ability to formulate a partnership vision, strategy, and execution plan
  • Ability 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
  • Experience with Cloud Software Vendors and their strategies/business models
  • 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 to partner site as necessary

Okta is an Equal Opportunity Employer.

Okta is rethinking the traditional work environment, providing our employees with the flexibility to be their most creative and successful versions of themselves, no matter where they are located.  We enable a flexible approach to work, meaning for roles where it makes sense, you can work from the office, or from home, regardless of where you live.  Okta invests in the best technologies and provides flexible benefits and collaborative work environments/experiences, empowering employees to work productively in a setting that best and uniquely suits their needs.  Find your place at Okta https://www.okta.com/company/careers/. 

By submitting an application, you agree to the retention of your personal data for consideration for a future position at Okta.  More details about Okta’s privacy practices can be found at: https://www.okta.com/privacy-policy.