Regional Alliance Manager, Enterprise East

Okta•Washington, DC

2d•$200,000 - $250,000•Hybrid

About The Position

Okta is seeking a Regional Alliance Manager to drive co-sell execution across a defined portfolio of focus partners within the Commercial customer segment. Reporting to the Director of AMER Okta Partners & Alliances, the role works with partners and Okta Sales to advance active opportunities, create new pipeline, and coordinate the resources and actions needed to move deals forward. In collaboration with the Partner Account Manager for Okta, the manager uses account intelligence, partner relationships, and performance data to identify partners with potential to expand their Okta footprint across target accounts. The role strengthens partner alignment through focused execution and repeatable co-sell motions to accelerate Okta growth and deliver value to customers. The position is open to candidates located in the Eastern Time Zone. Candidates in New York City or Washington, D.C. must be able to commute to an Okta office twice per week. Travel may be required as necessary. The position’s annual on-target compensation range is $200,000–$250,000 USD for candidates located in California (excluding the San Francisco Bay Area), Colorado, Illinois, New York, and Washington. Actual compensation depends on factors including skills, qualifications, experience, and work location. Equity may also be offered where applicable.

Requirements

At least 5 years of Partners and Alliances experience, preferably in SaaS and/or CIAM, with a strong focus on high-tech alliance sales involving regional, national, and global partners.
Proven track record and success with Commercial customer engagements.
Experience executing a co-sell model with focus solution providers and other partner types, with deep familiarity with their strategies and business models.
Experience working with solution providers in joint go-to-market motions.
Ability to influence and build strong relationships with decision makers across partner and prospect organizations at all levels.
Up-to-date knowledge of trends and market-leading companies in the broader Cloud Computing and Customer Identity Management ecosystem.
Ability to formulate a partnership vision, strategy, and execution plan.
Ability to prioritize and multitask with attention to detail and follow-up.
Ability to work quickly with little supervision and adapt to a fast-paced, constantly changing environment.
Comfort with travel as necessary.

Nice To Haves

Familiarity with CSP co-sell motions.
Sales management experience.
Experience in security software partner ecosystems.

Responsibilities

Work with Okta sales teams to define go-to-market plans for focus Okta partners in the portfolio.
Leverage Partner Account Managers to drive joint pipeline and closed/won business.
Advocate for partners within Okta by executing programs that keep partners and their opportunities visible to Okta sales leaders and account executives, and help ensure partners’ capabilities are included in territory sales plans.
Accurately forecast alliance revenue, including focus partners and co-sell activity, using Salesforce.com.
Use data and analytics to measure KPIs related to pipeline generation, sourced ARR, marketing, deal registration, accreditations, and certifications.
Execute the strategy for presales technical alignment and Services organizations to achieve mutual targets.
Represent alliance partners to Okta Sales and Okta Sales to partners to resolve issues and attain revenue.
Build working relationships with Strategic and Commercial Okta Sales and Professional Services teams to support effective co-sell motions.
Drive originated and teamed deals with defined partners to achieve quota.
Generate field-level pipeline with direct Sales and go-to-market partner organizations.
Build comprehensive territory plans with Okta account executives and focus partners, using historical data to identify strategies and tactics for partner and Okta Sales teams.