Regional Alliance Managers

OKTA is committed to a “Partner First” approach. This means that all of our business is conducted with and through our partners.

Okta is currently seeking a Regional Alliance Manager with extensive experience in sales, strategy, and relationship management. The role aims to expand business through SI partners—such as consulting firms—with whom we collaborate globally, as well as through joint initiatives with these partners. This position requires strategic and analytical thinking regarding business, product, and technical challenges. Additionally, the candidate must be able to develop compelling value propositions, collaborate across the organization to generate demand, and drive revenue.

This role reports directly to the Director of Channel and Strategic Alliances

Key Responsibilities

• Since activities are based on Okta’s global operations, collaboration with alliance teams working with target partners in each country is essential.
• Develop annual business plans together with partners. The business plan includes investment, capacity building, marketing and demand generation, and sales strategy. 
• You will collaborate with the pre-sales, enablement, and success teams to build sales, pre-sales, and post-sales capabilities within partner organizations.
• You will generate pipeline and deal registration through MDF and sales strategies.
• You will plan and execute pipeline generation strategies, including channel marketing activities with key partners and distributors.

Help partners develop a POV (Point of View) on how to grow OKTA revenue. Build trust with partners and enable them to co-sell OKTA to their customer base.

Work closely with the sales team to define customized value propositions that create new revenue opportunities while strengthening the value proposition to the market, and develop detailed go-to-market plans.

Help partners ensure the success of our mutual customers through best-in-class Okta implementations, robust customer support, and adoption acceleration programs.

Serve as the partner advocate within Okta, actively championing partners and the opportunities they bring by infusing Okta’s field sales team with the partner DNA.

Convey partners’ feedback to Okta and Okta’s feedback to partners as needed to resolve issues and drive revenue growth

Regularly manage and report on the sales pipeline

Qualifications for this role

• Over 10 years of partner management experience at a cybersecurity or SaaS company, with a proven track record of successful channel and field alliance strategies for revenue growth
• Fluent Japanese and working-level English
• Extensive experience driving demand generation and partner capability building
• Track record of exceeding sales targets
• Ability to deliver excellent results in a matrix organizational environment. This role will operate within the Japan sales team and the APJ partner team
• Business leader capable of influencing decision-makers at all levels within partner and prospect organizations and building strong relationships

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