Regional Alliances Manager
Vor 7 Tagen
Regional Alliances Manager - Distribution and CloudSydney, Australia
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 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 - Distribution and Cloud 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 our distribution partner and key cloud partners, as well contributing to the success of a number of "distribution led" partners of Okta.
Specific Desired Role Outcomes: Drive clear and strategic alignment between Okta and our distribution partner resulting in increased investment in Okta and subsequent incremental revenue.Our distribution partner is a core part of our Supply Chain, that takes risk and cost out of Okta's business locally.
This role is critical to achieving this desired outcome.Incremental business for Okta via engagement with key "distribution Focused" Okta partners.Key contributor to providing clarity to Okta and partners on our "Route to Markets" and what this means for each of the key stakeholders.What you'll be doing Key priority focus areas are the following: Building, gaining approval to and executing the joint business plan with Okta's distribution partner.Building, gaining approval to and executing the joint business plan with Okta's key cloud partners.
Initially this will be with AWS, but in the future will potentially include other key partnerships in this key market segment.Lead partner cadence of key meetings (e.g., QBRs) in order to achieve the desired outcomes in the business plan.Guide Distribution on key business development activities with their Focused partners, and be actively involved with the partner with Distribution when and if this is required and adds value.Ensure operational efficiencies between Okta and our distribution partner are adhered to, and improved as we move forward.Drive Incremental Pipeline through "Big Rock" Demand Generation Campaigns with Distribution, Cloud partners and/or the Distribution Focused partners that have a significant impact on Okta's ability to achieve its pipeline and revenue goals.Work with Distribution to 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 needed.Execute 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 distribution, 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.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 experience managing the Distribution business for a vendor.Proven experience managing key Cloud partnerships for a vendor.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 thoughEstablished relationships and business experience with key distributor and/or partners.What you can look forward to as an Okta employee 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 Okta is an Equal Opportunity Employer/Affirmative Action 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.
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