Partner Alliance Manager

Okta•Chicago, IL

1d•Remote

About The Position

Okta is seeking a Partner Alliance Manager to join their team. This role is responsible for the indirect go-to-market strategy, execution, and bookings globally. The Partner Alliance Manager will work in a co-sell fashion with CDW and Okta Sales across various customer segments (SLED, Commercial, Enterprise, and Strategic). The primary goal is to align key Sales and Marketing resources to execute sales plays, foster a strong relationship with CDW, and create competitive differentiation and elevated customer value. This is an opportunity to do career-defining work in a mission-driven environment.

Requirements

10+ years of partners and alliances experience or related Sales experience, preferably in SAAS and IAM space.
Strong focus on high-tech alliance sales, business development, or alliances managing National partners.
Experience in executing a co-sell model with CDW or similar Resellers.
Deep familiarity with CDW's strategies/business models (preferably security software).
Experience in working with Reseller partners in joint GTM motions.
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 work independently and adapt to a fast-paced, constantly changing environment.

Nice To Haves

Experience in working with Reseller 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.
Familiarity with CSP Co-Sell motions.
Sales Management Experience.

Responsibilities

Define GTM plans for the West region in collaboration with Okta and CDW Sales teams.
Leverage CDW's customer relationships and delivery expertise to drive joint pipeline and closed/won business.
Act as the partner advocate within Okta, evangelizing CDW and the opportunities they present.
Execute programs to keep partners top of mind with Okta sales leaders and Account Executives.
Forecast alliance revenue and co-sell motion accurately using Salesforce.com.
Measure KPIs related to pipe-gen, marketing, deal registration, accreditations, and certifications.
Execute the strategy for pre-sales technical alignment and services organizations to achieve mutual targets.
Represent the voice of the Alliance Partner to Okta and the voice of Okta to the Partner to resolve issues and attain revenue.
Build strong working relationships with Okta sales and Professional Services for effective co-sell motion.
Drive originated and teamed deals with defined partners to achieve quota.
Build and drive pipeline generation at the field level with direct sales and go-to-market partner organizations.
Develop a comprehensive territory plan with Okta and CDW to achieve defined revenue goals.
Utilize historical data to identify strategies and tactics for partner and Okta Sales.