Regional Alliance Manager, Enterprise East

Okta•Boston, MA

1d•Hybrid

About The Position

Okta’s Partners & Alliances Team leads indirect go-to-market strategy, execution, and bookings globally. The Regional Alliance Manager drives co-sell execution across a defined portfolio of focus partners in the Commercial customer segment. 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 additional partners likely to expand their Okta footprint across target accounts. Through focused execution and repeatable co-sell motions, the role strengthens partner alignment, accelerates Okta growth, and delivers value to customers. The position is open to candidates 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.

Requirements

At least 5 years of experience in partnerships and alliances, preferably in SaaS and/or CIAM, with a strong focus on high-tech alliance sales involving regional, national, and global partners.
A proven track record of success with Commercial customer engagements.
Experience executing a co-sell model with focus solution providers and other partner types, with a deep understanding of their strategies and business models; security software experience is preferred.
Experience working with solution providers on joint go-to-market motions.
Ability to influence and build strong relationships with decision-makers across partner and prospective customer organizations.
Current knowledge of trends and leading companies in cloud computing and the 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.

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 and execute programs that keep key partners and their capabilities visible to sales leaders and account executives, supporting their inclusion 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 including pipeline generation, sourced ARR, marketing, deal registration, accreditations, and certifications.
Execute strategies 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 achieve revenue goals.
Build working relationships with Strategic and Commercial Okta Sales and Professional Services teams to support effective co-selling.
Drive originated and teamed deals with defined partners to achieve quota.
Build and drive field-level pipeline generation with direct Sales and go-to-market partner organizations.
Develop territory plans with Okta account executives and focus partners to achieve revenue goals, using historical data to identify strategies and tactics for partner and sales teams.