Regional Alliances Manager - job 1 of 2

The Partner and Alliances Team

The role is a critical component of Okta’s ANZ Partner and Alliances team. This team’s charter is to own the relationships and business development activities with Okta’s partners in the ANZ market, and therefore be a significant contributor to Okta achieving its growth expectations in the region. Okta’s GTM strategy in ANZ is a “Partner First” Strategy and this team plays a critical role in the successful execution of that strategy.

The Regional Alliances Manager Opportunity

Reporting to the Director of Partners and Alliances, this role will be responsible for building, gaining approval to and executing the joint business plan with a set number of Focused Partners that delivers incremental pipeline and revenue to Okta.

Specific Desired Role Outcomes:

• Drive clear and strategic alignment between Okta and our partner resulting in increased investment in Okta from these partners that results in growth of our joint businesses 
• Execution with these partners delivers incremental opportunities in market for Okta measured by Deal Registration (DR) with an emphasis on achieving this through programmatical demand generation activities 
• These partners assist Okta in tangibly influencing deal closure plans through their leverage with the customer, irrespective of attribution of the opportunity

What you’ll be doing

• Building, gaining approval to and executing the joint business plan with the assigned Focused Partners that delivers incremental pipeline and revenue to Okta with these partners
• Drive Incremental Pipeline through "Big Rock" Demand Generation Campaigns that have a significant impact on Okta’s ability to achieve its pipeline and revenue goals
• Improve the partner's Okta capability in market that assists us meet our joint goals, measured by their formal certification level growth across sales, pre-sales and delivery
• Have a deep understanding of your partner’s business and an ability to articulate the value proposition of the partner both to Okta and to our joint prospects and customers
• Building meaningful and trusting relationships with key partner stakeholders that ensures their ongoing commitment to focus on executing in market with Okta

In addition, the following areas are considered important:

• Manage the virtual Okta team to deliver the outcomes outlined in the plan. Be very clear on each person’s role and responsibility in the plan and ensure internal cadence is in place to review progress, drive accountability and adjust the plan if neededExecute the agreed meeting cadence in the Business Plan with the key stakeholders in the partners 
• Add significant value to internal Okta virtual teams based on your knowledge and advice on how partnering can assist them be successful. Coach and guide the teams to the desired outcomes.
• Assist with removal of any roadblocks at the partner, and be the escalation point for the partner back into Okta. Ensure any roadblocks are removed as it relates to end of Quarter/Month timelines for deals that are being worked on with your partners
• Drive your focused partners to achieve the highest status of the Okta Elevate Program
• Report internally on progress against the plan, key activities and associated results 

What you’ll bring to the role

To be successful in the role, you will have a proven successful experience in achieving many of the following:

• Proven successful experience in leveraging partners to drive incremental pipeline and revenue for vendors. Minimum 5+ years successful experience in this capacity.
• Deep understanding of the IT market ecosystem, including different types of partners and the role they play with customers in today's market
• Proven experience in building incremental pipeline via the building and execution of pipeline generation campaigns
• Ability to influence key stakeholders at all levels, both internally and externally. 
• The ability to manage a virtual team behind a coordinated strategy and plan 
• Network in key Okta partners, both current and future
• Passion to make a difference, high energy, team player, outcomes focused

And extra credit if you have experience in any of the following! 

• Experience with Security and/or Identity market in ANZ - not mandatory by any means though!
• Established relationships and business experience with key Global System Integrators in ANZ

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