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About the Role
Okta is seeking a Senior Regional Alliances Manager to own top SI and delivery partnerships in ANZ. This role is critical to Okta's ANZ Partners and Alliances team, focusing on building and running joint go-to-market plans with partners to create pipeline, grow revenue, and drive regional expansion. The position involves building three-way go-to-market motions with Cloud, AI, and ISV partners, expanding reach beyond security, and transitioning from product reselling to solution selling.
Responsibilities
- Build and run joint go-to-market plans with SI and delivery partners in ANZ.
- Create partner-sourced pipeline, grow subscription revenue, and drive regional expansion.
- Build three-way go-to-market motions with Cloud, AI, and ISV partners.
- Expand reach beyond security across partner organizations and practices.
- Work with cross-functional teams to create and execute joint motions.
- Ensure quarterly joint business plans are in place and delivering growth.
- Establish a strong operating cadence with Okta and partner stakeholders.
- Maintain accurate forecasting and a healthy pipeline to meet revenue targets.
- Develop trusted executive-level relationships across partner organizations.
- Foster collaboration between Okta Account Executives and partner sellers.
- Build repeatable, industry-specific 'Secured by Design' solutions on Okta.
- Align Product, Solutions Engineering, Customer Success, Marketing, Delivery, Legal, and Commercial teams behind partner-led engagements.
- Provide market intelligence and competitive insight on the partner ecosystem.
Requirements
- Significant experience leading strategic alliances, SI partnerships, or ecosystem relationships within enterprise software, cloud, AI, or consulting.
- Excellent communication, negotiation, and executive presentation skills.
- A builder mindset with the ability to create scalable partnership programs, solve ambiguous problems, and drive execution across multiple stakeholders.
- Ability to thrive in a fast-moving, high-growth environment while balancing strategic thinking with operational excellence.
- 5+ years' proven experience leveraging partners to drive sourced pipeline and revenue.
- Influence without authority across Sales, Presales, Marketing, and Delivery.
- Ability to travel up to 30% of the time.
Skills
- Strategic alliances
- SI partnerships
- Ecosystem relationships
- Enterprise software
- Cloud
- AI
- Consulting
- Communication
- Negotiation
- Executive presentation
- Partnership program creation
- Problem-solving
- Cross-functional execution
- Strategic thinking
- Operational excellence
- Pipeline generation
- Revenue generation
- Influence without authority
- Security market
- Identity market
- Forecasting
- Partner planning
- Reporting
Location
- ANZ
Work Type
- Hybrid
Experience Level
- Senior
- 5+ years
Benefits
- Supporting Your Well-Being
- Driving Social Impact
- Developing Talent and Fostering Connection + Community
- Immersive, in-person onboarding experience
About the Company
- 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.
- We celebrate a variety of perspectives and experiences.
- We’re building a world where Identity belongs to you.
Equal Opportunity
- 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 complete any part of the job application, interview process, or onboarding please use this Form to request an accommodation.
- Notice for New York City Applicants & Employees: Okta may use Automated Employment Decision Tools (AEDT), as defined by New York City Local Law 144, that use artificial intelligence, machine learning, or other automated processes to assist in our recruitment and hiring process. In accordance with NYC Local Law 144, if you are an applicant or employee residing in New York City, please click here to view our full NYC AEDT Notice.