Regional Alliances Manager
Get to know Okta
Okta is The World’s Identity Company. We free everyone to safely use any technology—anywhere, on any device or app. Our Workforce and Customer Identity Clouds enable secure yet flexible access, authentication, and automation that transforms how people move through the digital world, putting Identity at the heart of business security and growth.
At Okta, we celebrate a variety of perspectives and experiences. We are not looking for someone who checks every single box - we’re looking for lifelong learners and people who can make us better with their unique experiences.
Join our team! We’re building a world where Identity belongs to you.
The Regional Alliances Manager Opportunity
OKTA is Partner First. This means that all business will be done with and through partners. Okta is looking for a Regional Alliances Manager with strong deal, strategy and relationship management experience to partner with Okta’s Distributors, Systems Integrators, Resellers, Hyperscalers and Technology Alliance partners to grow the partner sourced and teamed business in Japan. A Regional Alliances Manager at Okta will need to think strategically and analytically about business, product and technical challenges. He/she must have the ability to create compelling value propositions and work cross-organizationally to create demand and drive revenue. This role reports to the APJ Vice-President of Channels and Alliances
What you’ll be doing
- Build Annual Business Plans with your partners. The business plan will consist of investments, capability building, marketing and demand generation, and sales plays.
- Collaborate with the pre-sales, enablement and success teams to build sales, presales and post sales capabilities in your partners.
- Create pipeline and deal registrations through MDF and sales plays
- Plan and execute pipeline generation plays including channel marking activities with key partners and distributors
- Help the partners build a POV on how to drive OKTA sales. Build trust with the partners so that they co-sell with OKTA into their account base.
- Work closely with Sales to define tailored value propositions and create detailed go-to-market plans that strengthen our value proposition to the marketplace while providing new revenue opportunities
- Ensure that partners make our mutual customers successful through best in class deployments of OKTA, strong customer support and adoption programs.
- Serve as the partner advocate inside Okta; evangelize partners and the opportunities they present by injecting partner DNA into Okta field sales
- Represent both the voice of the Partners to Okta and the voice of Okta to Partners as required to resolve issues and grow revenue
- Manage and report pipeline on a regular basis
What you’ll bring to the role
- 5 - 8+ years experience of partner management a Cybersecurity/SaaS company, successfully implementing channel/field alliances strategy to drive increased sales
- Fluent Japanese, conversational+ English
- Strong experience in driving partner sourced demand and partner capability building
- A track record of exceeding revenue target
- Demonstrated ability to excel in a matrix reporting environment. This role will work within the Japanese sales team as well as the APJ partner team
- A business leader who is able to influence and build strong relationships with decision makers across all levels of partner and prospect organizations
#LI-BF1
#LI-Hybrid
What you can look forward to as an Full-Time Okta employee!
- Amazing Benefits
- Making Social Impact
- Fostering Diversity, Equity, Inclusion and Belonging at Okta
Okta cultivates a dynamic work environment, providing the best tools, technology and benefits to empower our employees to work productively in a setting that best and uniquely suits their needs. Each organization is unique in the degree of flexibility and mobility in which they work so that all employees are enabled to be their most creative and successful versions of themselves, regardless of where they live. Find your place at Okta today! https://www.okta.com/company/careers/.
Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws. If reasonable accommodation is needed to participate in the job application, interview process, or onboarding please use this Form to request an accommodation.
Okta is committed to complying with applicable data privacy and security laws and regulations. For more information, please see our Privacy Policy at https://www.okta.com/privacy-policy/.
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By
Okta
Okta is a leading identity and access management company headquartered in San Francisco, California that is committed to allowing people to access applications on any device at any time, while still enforcing strong security policies.
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