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About the Role

Okta is building the trusted, neutral infrastructure to enable organizations to safely embrace AI. This role is an opportunity to do career-defining work on a mission-driven team focused on accelerating Okta's impact with customers through a global partner program.

Responsibilities

Drive co-sell execution across a defined portfolio of focus partners within the Commercial customer segment.
Collaborate with partners and Okta Sales to advance active opportunities and create new Okta pipeline.
Align resources and actions required to move deals forward.
Identify additional partners with the propensity to expand their Okta footprint across target accounts.
Strengthen partner alignment, accelerate Okta growth, and deliver greater value to customers through focused execution and repeatable co-sell motions.
Work with Okta sales teams to define GTM plans for Focus Okta Partners.
Leverage Partner Account Managers to drive joint pipeline and closed/won business.
Serve as the Partner advocate inside Okta, evangelizing Partners and their opportunities.
Execute programs that help keep Partners top of mind with Okta sales leaders and AE's.
Ensure key Partners with unique capabilities and offerings are part of any territory sales plan.
Forecast alliance revenue accurately, inclusive of Focus Partners and co-sell motion.
Apply data & analytical skills to measure KPIs around pipe-gen, sourced ARR, marketing, deal registration, accreditations and certifications.
Execute the strategy behind Presales technical alignment and the Services organizations to hit mutual targets.
Represent the voice of the Alliance Partner to Okta Sales and the voice of Okta Sales to the Partner.
Resolve issues and attain revenue by acting as a liaison between partners and Okta Sales.
Build strong working relationships with all Strategic and Commercial Okta Sales and Professional Services teams.
Engage effectively and efficiently in co-sell motion.
Drive originated and teamed deals with defined Partners to achieve quota.
Build and drive pipeline generation at the Field level with direct Sales and go-to-market Partner organizations.
Build a comprehensive territory plan with Okta AEs and focus partners to hit defined revenue goals.
Identify strategies and tactics for Partner and Okta Sales teams using historical data.

Requirements

5+ years of Partners and Alliances experience, preferably in the SaaS and/or CIAM space.
Strong focus on high-tech alliance sales working with regional, national, and global Partners.
Proven track record and success with Commercial customer engagements.
Experience executing a co-sell model with Focus Solution Providers and other partner types.
Deep familiarity with partner strategies/business models (preferably security software).
Experience in working with Solution Providers in joint GTM motions.
Ability to drive influence and build strong relationships with decision makers across all levels of Partner and prospect organizations.
Up to date on trends and market leading companies in the broader Cloud Computing and Customer Identity Management ecosystem.
Ability to formulate a partnership vision, strategy, and execution plan.
Must be able to prioritize and multi-task with special attention to detail and follow-up.
Ability to run quickly with little supervision and adapt to a fast-paced, constantly changing environment.
Comfortable with travel as necessary.

Skills

Salesforce.com skills
Data & analytical skills
Co-Sell motions
Sales Management Experience

Location

Eastern Time Zone
New York City
Washington, D.C.

Work Type

Hybrid

Experience Level

5+ years

Salary/Compensations

$200,000—$250,000 USD

Benefits

Equity
Health insurance
Dental insurance
Vision insurance
401(k)
Flexible spending account
Paid leave (including PTO and parental leave)

About the Company

Okta Partners & Alliances is responsible for indirect go-to-market strategy, execution, and bookings globally.
Okta’s partner program is designed to accelerate our impact with customers.
We are intentional about connection.
Our global community, spanning over 20 offices worldwide, is united by a drive to innovate.
Your journey begins with an immersive, in-person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one.

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.