Senior Manager, ISV Ecosystem Growth

The Ecosystem Growth team is the newest function within Corporate Development at Okta and is focused on expanding our breadth and depth of SaaS integrations, a C-level priority for the company.  Our team was created to ensure SaaS ISVs (independent software vendors) have the knowledge, tools, and incentives to build and expand their integrations that support and/or extend our core product functionality.  We are incubating capabilities and offerings that span existing product lines and functions, and we are accountable for initiatives that include product incubation, business development, and go-to-market.  Okta’s ecosystem is a core differentiator, and developing a scalable and programmatic approach to ecosystem development will be a critical driver of our next stage of growth.

Senior Manager, ISV Ecosystem Growth

The Senior Manager, ISV Ecosystem Growth will work in close partnership with leaders across functions including Product, Engineering, Design, Marketing, and the other sub-teams within Corporate Development, including Corporate Strategy, M&A, Partnerships, and Okta Ventures.  This role will include a mix of strategy, business operations, and business development.  You will help to establish an end-to-end view of Okta’s ISV relationships (inclusive of customers and partners), build and execute strategies to expand those relationships, and track the resulting impact to our business.  Success for this role is ultimately defined by growth of our SaaS customer and integration partner pipeline.

The ideal candidate will have exposure to SaaS/cloud services and a combination of business operations, business development, and strategy experience within an enterprise technology company, or equivalent experience as a consultant.  This individual should be comfortable collaborating with technical teams, communicating with internal and external executives, driving cross-functional alignment, and context-switching between implementation details and high-level strategy.

What you’ll be doing 

• Establish and track Okta’s SaaS ISV funnel and ecosystem growth KPIs
• Collaborate across functions to build and scale Okta’s ISV ecosystem program
• Identify, evaluate, and execute investment opportunities to grow our ecosystem of ISV partners and customers
• Design and execute campaigns targeting ISVs in partnership with Product Marketing and Digital teams
• Capture the “Voice of the ISV” and establish a feedback loop to inform product roadmap

Ideal candidates will have the the following:

• MBA degree or equivalent work experience (e.g., corporate development, strategy consulting or investment banking)
• STEM, business, or economics undergraduate degree
• Deep understanding of SaaS and platform business models

Required qualifications include:

• 3+ years of work experience at an enterprise (B2B) technology company
• 5+ years of experience within business development, business operations, product strategy, and/or equivalent roles
• Effective communicator, able to convey complex ideas in a clear, concise manner both verbally and in writing; comfortable in business and technical discussions
• Experience in building trusting relationships and influencing others
• Collaborative team player who is also an independent thinker
• Self-starter who thrives in fast-paced and often ambiguous environments
• Passion for technology, enterprise software, startups

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