Cloud Alliance Manager

Okta•San Francisco, CA

1d•$132,000 - $185,500•Remote

About The Position

Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence. This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk. The Global Alliance Team is part of Okta’s Revenue Organization. We manage the largest and most complex relationships from Cloud Marketplaces, Resellers, Distributors and Systems Integrators with a laser focus on driving sales and deployments of Okta’s software. We are looking for an experienced and well-connected AWS Alliance Manager to join the team and own our AWS GTM strategy and execution across the US Central region. They must be a builder with a strategic mindset that can scale with growth. The Cloud Alliance Manager, AWS Central is responsible for owning and leading the strategic engagement and partnership between Okta and AWS specifically within the US Central region. This role is the primary focal point for building, managing, and growing the AWS relationship in this territory. Reporting to the AMER Alliance Director, this role will act as the owner and focal point for all AWS-related program engagements within Okta for the Central US, driving collaboration between internal stakeholders, AWS teams, and customers. This individual will have a deep understanding of AWS’s Partner Programs and Product offerings, ensuring clear and measurable execution plans are in place to achieve agreed goals. The role will work with Okta’s regional leadership, sales, and technical teams to align on strategic initiatives, enable joint go-to-market strategies, and ensure effective execution of AWS opportunities within the US Central market.

Requirements

5-7+ years of experience in an alliances or partner sales role with a specific focus on the AWS ecosystem
An in-depth knowledge of the AWS sales and partnerships organization, particularly within the US Central region structure; Deep existing relationships are highly preferred
A deep understanding of AWS services, the AWS Partner Network (APN), APN Customer Engagement (ACE) system, and AWS Partner Programs
Experience accelerating, maturing, and expanding existing partnerships, preferably with experience within an AWS partner organization or AWS itself
Demonstrated operational experience managing partner co-sell and influencing pipeline generation, ideally with specific experience utilizing AWS systems like ACE
Strong understanding of and experience working with Cloud Marketplaces, particularly AWS Marketplace
Exposure to working effectively with a variety of partner types, including Channel partners (Resellers, Distributors) and Global System Integrators (GSIs), alongside ISVs
Data-driven mindset with strong analytical skills and experience measuring KPIs around pipe-gen, marketing activities, deal registration, accreditations, certifications, etc.
Proven track record of exceeding revenue-based quotas or MBOs related to partner influence
Experience working cross-functionally with teams like Partner Marketing and Partner Enablement to develop and implement repeatable, scalable processes and programs
Ability to contribute to a collaborative team environment with a “win together” mentality

Responsibilities

Lead and expand the Okta/AWS relationship in the US Central region to drive growth and market share by focusing on demand generation and co-selling
Manage day-to-day relationships with the relevant AWS partner sales teams covering the US Central region
Identify, qualify, and manage the implementation of AWS Partner Programs that align with Okta’s business goals within the US Central market
Support Okta sales leadership to build close relationships with the relevant AWS Sales and marketing teams, building specific joint business plans with territory leaders and overseeing execution of those plans
Collaborate closely with Okta Partner Territory Alliance Managers (PTAMs) and Partner Alliance Managers (PAMs) to activate and accelerate Channel-related co-selling motions with AWS
Educate and enable Okta’s internal teams within the US Central region on AWS offerings, Partner Program benefits, and best practices for engaging with AWS
Establish expertise and credibility within the Central region as the go-to person for all things AWS