Regional Alliances Manager

Job Description

Get to know OktaOkta is The Worlds Identity Company. We free everyone to safely use any technologyanywhere, 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 - were looking for lifelong learners and people who can make us better with their unique experiences.Join our team! Were building a world where Identity belongs to you.The Partner and Alliances TeamThe role is a critical component of Oktas ANZ Partner and Alliances team. This teams charter is to own the relationships and business development activities with Oktas partners in the ANZ market, and therefore be a significant contributor to Okta achieving its growth expectations in the region. Oktas GTM strategy in ANZ is a Partner First Strategy and this team plays a critical role in the successful execution of that strategy.The Regional Alliances Manager OpportunityReporting to the Director of Partners and Alliances, this role will be responsible for building, gaining approval to and executing the joint business plan with a set number of Focused Partners that delivers incremental pipeline and revenue to Okta.Specific Desired Role Outcomes:

• Drive clear and strategic alignment between Okta and our partner resulting in increased investment in Okta from these partners that results in growth of our joint businesses.
• Execution with these partners delivers incremental opportunities in market for Okta measured by Deal Registration (DR) with an emphasis on achieving this through programmatical demand generation activities.
• These partners assist Okta in tangibly influencing deal closure plans through their leverage with the customer, irrespective of attribution of the opportunity.

What youll be doing

• Building, gaining approval to and executing the joint business plan with the assigned Focused Partners that delivers incremental pipeline and revenue to Okta with these partners.
• Drive Incremental Pipeline through Big Rock Demand Generation Campaigns that have a significant impact on Oktas ability to achieve its pipeline and revenue goals.
• Improve the partners Okta capability in market that assists us meet our joint goals, measured by their formal certification level growth across sales, pre-sales and delivery.
• Have a deep understanding of your partners business and an ability to articulate the value proposition of the partner both to Okta and to our joint prospects and customers.
• Building meaningful and trusting relationships with key partner stakeholders that ensures their ongoing commitment to focus on executing in market with Okta.

In addition, the following areas are considered important:

• Manage the virtual Okta team to deliver the outcomes outlined in the plan. Be very clear on each persons role and responsibility in the plan and ensure internal cadence is in place to review progress, drive accountability and adjust the plan if needed.
• Execute the agreed meeting cadence in the Business Plan with the key stakeholders in the partners.
• Add significant value to internal Okta virtual teams based on your knowledge and advice on how partnering can assist them be successful. Coach and guide the teams to the desired outcomes.
• Assist with removal of any roadblocks at the partner, and be the escalation point for the partner back into Okta. Ensure any roadblocks are removed as it relates to end of Quarter/Month timelines for deals that are being worked on with your partners.
• Drive your focused partners to achieve the highest status of the Okta Elevate Program.
• Report internally on progress against the plan, key activities and associated results.

What youll bring to the roleTo be successful in the role, you will have a proven successful experience in achieving many of the following:

• Proven successful experience in leveraging partners to drive incremental pipeline and revenue for vendors. Minimum 5 years successful experience in this capacity.
• Deep understanding of the IT market ecosystem, including different types of partners and the role they play with customers in todays market.
• Proven experience in building incremental pipeline via the building and execution of pipeline generation campaigns.
• Ability to influence key stakeholders at all levels, both internally and externally.
• The ability to manage a virtual team behind a coordinated strategy and plan.
• Network in key Okta partners, both current and future.
• Passion to make a difference, high energy, team player, outcomes focused.

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

• Experience with Security and/or Identity market in ANZ - not mandatory by any means though!
• Established relationships and business experience with key Global System Integrators in ANZ.

#LI-TH1 #LI-HybridWhat 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.Locations - Melbourne, Australia

Keyskills :
partner relationship management business development strategy pipeline generation campaigns team coordination stakeholder engagement workforce interview