Sr. Partner Alliance Manager, GSI

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 Okta Partners & Global Alliance Team

The Global Alliance Team is part of Okta’s Revenue Organization. We manage the largest and most complex relationships from Cloud Marketplaces, Resellers, Distributors and Systems Integrators with a laser focus on driving sales and deployments of Okta’s software. We are looking for a Senior Partner Alliance Manager, GSI for the Americas Region (US, CA). The ideal candidate will be a builder with a strategic approach and bias towards execution. 

How you’ll make an impact

Reporting to the Head of Global Strategic Alliances, this role will expand our existing alliances  with GSIs like PwC, Deloitte and Accenture. Working closely with our AMER sales leadership, this role has the opportunity to lay the foundation for the GSI business at Okta. 

What you’ll do

• Develop and execute partner business plans with GSIs across AMER.
• Build capacity to scale sales and delivery
• Develop, cultivate and maintain relationships across the largest GSIs to execute joint sales plays that deliver financial results. 
• Co-own joint Marketing initiatives, which include the use of Marketing Development Funds to drive demand generation through events and campaigns 
• Own and drive the certifications, accreditations and training of GSIs in AMER
• Build and drive pipeline generation at the field level with direct sales and go-to-market partner organizations (AMER Alliances)
• Drive and manage partnership agreements for delivery and resell with Okta legal. 

What you’ll bring with you:

• Minimum 10+ years working in technology alliances - ideally at a SaaS company and within cybersecurity.
• Experience building out a business at scale with a Big 4 Advisory Firm or Global Systems Integrator across multiple regions in AMER
• Deep experience and knowledge of Systems Integrators (from business model, to training and certification strategies). 
• Executive communication skills and an ability to drive influence and action from Senior Leaders across product, finance and sales.
• Data driven mindset with strong analytical skills to continuously measure KPI’s, pipeline, marketing, deal registrations, accreditations and certifications. 
• Track record of beating revenue based quotas

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

• 3-way partnerships with CSPs or Cybersecurity ISVs
• Cybersecurity and/or Identity
• Managed Service Models & experience with GSI procurement

#LI-REMOTE

The OTE range for this position for candidates located in the San Francisco Bay area is between:$251,000—$377,000 USD

Below is the annual On Target Compensation (OTE) range for candidates located in California, Colorado, New York and Washington. Your actual OTE, which is inclusive of base salary and incentive compensation, will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable) and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave) in accordance with our applicable plans and policies. To learn more about our Total Rewards program please visit: https://rewards.okta.com/us. 

The annual OTE range for this position for candidates located in California, Colorado, New York, and Washington is between:$224,000—$336,000 USD

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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