Senior Regional Alliance Manager

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over 2 years old

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Position Description: 

Okta is looking for a Senior Regional Alliance Manager with strong Channel experience. This candidate should have strong deal, strategy and relationship management experience to grow and accelerate our partner GTM strategy.

The ideal candidate will possess a strong sales and channel management background that enables them to engage with our sales organizations at the VP/SVP and individual contributor level. 

Candidates should also have a demonstrated ability to think strategically and critically 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 a builder/owner mindset, with critical thinking ability and a professional looking to expand and advance their Alliances responsibilities.

Job Duties and Responsibilities:

  • Seasoned revenue generation track record driving indirect sales
  • Strong history of building and driving pipeline generation at the field level with direct sales go-to-market partner organizations
  • Proven history of exceeding channels sales quotas
  • Ability to forecast channel revenue accurately with strong Salesforce.com skills
  • Strong analytical skills to determine which programs work and insight to build on that experience
  • Passionate Alliances champion who can provide world-class relationship development and thought leadership across an assigned partner base to increase revenue and drive incremental business opportunities
  • Work with and influence Okta’s Executive, Regional Alliances, Marketing and Sales teams to identify key partners, build a strategic plan for initiating conversations and selling the value of a mutually beneficial working relationship to those partners, and drive the structure and growth of these partnerships
  • Define tailored value propositions and create detailed go-to-market plans that strengthen our value proposition to the marketplace while providing new revenue opportunities with our ISV partners
  • Serve as the partner advocate inside Okta; evangelize partners and the opportunities they present by injecting partner DNA into Okta
  • Work with the sales teams to embed partners in the strategic account planning process
  • Work with partner sales teams to keep Okta “front and center” for appropriate opportunities
  • Represent both the voice of the Channel Partner to Okta and the voice of Okta to the Partner to help resolve any issues and attain/exceed revenue targets

Required Skills:

  • Self motivated, with strong execution skills and self driven with a builder/owner mentality
  • Experienced in the world of RFI’s, RFP’s, Coordinating Multi Bid Responses 
  • 10+ years of high-tech business development or alliances experience at a software company, successfully implementing channel/field alliances strategy to drive dramatically increased sales
  • Highly organized and detail oriented
  • Natural and highly effective relationship / partner development skills
  • Ability to formulate a partnership vision, strategy, and execution plan
  • 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
  • Experience with Cloud Software Vendors and their strategies/business models a plus
  • Must be able to prioritize and multi-task with special attention to detail and follow-up
  • Strong verbal and written communication skills
  • Ability to run quickly with little supervision and adapt to a fast-paced, fast growth environment
  • A high degree of honesty, integrity and sound judgment
  • Comfortable with travel to partners 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.

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