Sr. Partner Development 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 Partners & Alliances team

Okta Partners & Alliances is responsible for indirect go-to-market strategy, execution, and bookings globally. With more than 1000 Partners around the world today, Okta’s partner program is designed to accelerate our impact with customers. As 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.

The Sr. Partner Development Manager opportunity

Reporting to the AVP, Global Systems Integrators AMER, the Sr. Partner Development Manager will play a key role in identifying, recruiting, and nurturing the next generation of Okta’s GSI Partners to drive growth in the AMER Region. This role will strategically elevate a portfolio of Partners to prepare and grow them into top Partners by vetting joint product and solution offerings, relationship building, client alignment and partner enablement. 

*This role requires in-person onboarding and travel to our San Francisco, CA HQ office during the first week of employment.

What you’ll be doing

• Develop Partner business plans: Create client alignment, drive co-selling and engagement with GSIs, build joint solutions leveraging Okta products, and define clear joint KPIs for success
• Drive Partner enablement: Collaborate with Okta’s Enablement team to implement partner activation plans - training, certifications, and accreditations
• Embed Okta into Partner’s client offerings: Integrate Okta’s products and sales plays into Partner go-to-market motions 
• Co-lead joint marketing strategy: Manage MDF, demand generation, and co-sponsored events to accelerate pipeline growth
• Identify regional opportunities: Build territory demand by identifying Partner opportunities in several regions
• Managing pricing & proposals: Collaborate with Partner and internal teams to address pricing escalations, quoting, and order tracking
• Ensuring operational excellence: Own …