Regional Alliances Manager
Vor 5 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.
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.
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 (eg: 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.What you'll bring to the role 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.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.
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