Partner Territory Alliance Manager
Okta for Developers, San Francisco, CA, United States
The Partner and Alliances Team
Okta Partners & Alliances is responsible for indirect go‑to‑market strategy, execution, and bookings globally. With more than 1,000 partners worldwide, Okta’s partner program accelerates impact with customers.
The Partner Territory Alliance Manager Opportunity Reporting to the Area Vice President, Americas Alliance Partners, the Partner Territory Alliance Manager engages in co‑sell with Resellers, GSI partners, Cloud Providers, Strategic Tech Alliance Partners, and Okta Sales across Enterprise and Strategic segments. The role aligns Sales and Marketing resources to execute key sales plays, creating a healthy bi‑directional bias between partner and Okta.
What You’ll Be Doing
Work with the Okta Sales team to define GTM plans for partners.
Leverage technology alliance partners to drive joint pipeline and closed‑won business.
Serve as the partner advocate inside Okta, evangelizing partners and their opportunities by executing programs that keep partners top of mind with sales leaders and AEs.
Forecast alliance revenue, including Reseller, G/SI, Cloud Provider, and Tech Alliance co‑sell motion accurately with strong Salesforce.com skills.
Use strong analytical skills to measure KPI’s around pipe‑gen, marketing, deal registration, accreditations, and certifications.
Execute strategy behind pre‑sales technical alignment and service organization to hit mutual targets.
Represent both the voice of the Alliance Partner to Okta and the voice of Okta to the Partner to resolve issues and attain revenue.
Build strong working relationships with all Okta sales and Professional Services to engage in co‑sell motion effectively.
Drive originated and teamed deals with defined partners to achieve quota.
Build a comprehensive territory plan with Okta AEs to hit revenue goals, using historical data to identify strategies and tactics for partner and Okta Sales.
What you’ll bring to the role
10+ years of partners and alliances experience or related Sales experience, preferably in SaaS and IAM, with a focus on high‑tech alliance sales.
Experience executing a co‑sell model with Resellers, G/SI partners, Cloud Providers, and Tech Alliance Partners, and familiarity with their strategies/business models.
Experience working with Resellers and G/SI partners in joint GTM motions.
Ability to drive influence and build relationships with decision makers across partner and prospect organizations.
Up‑to‑date on trends and market‑leading companies in cloud computing and identity management.
Ability to formulate a partnership vision, strategy, and execution plan.
Prioritization and multi‑tasking skills with attention to detail and follow‑up.
Self‑driven with little supervision and adaptability to fast‑paced change.
Comfortable with travel as necessary.
And extra credit if you have experience in any of the following!
Familiarity with CSP Co‑Sell motions.
Sales management experience.
Compensation The annual On Target Compensation (OTE) range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between $200,000—$300,000 USD, inclusive of base salary, incentive compensation, equity (where applicable), and benefits such as health, dental, vision, 401(k), flexible spending account, and paid leave (including PTO and parental leave).
Benefits Okta offers equity (where applicable), health, dental and vision insurance, 401(k), flexible spending account, paid leave (including PTO and parental leave), and a range of programs supporting well‑being, social impact, and professional development.
Okta Experience
Supporting Your Well‑Being
Driving Social Impact
Developing Talent and Fostering Connection + Community
Equal Employment Opportunity Statement 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.
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The Partner Territory Alliance Manager Opportunity Reporting to the Area Vice President, Americas Alliance Partners, the Partner Territory Alliance Manager engages in co‑sell with Resellers, GSI partners, Cloud Providers, Strategic Tech Alliance Partners, and Okta Sales across Enterprise and Strategic segments. The role aligns Sales and Marketing resources to execute key sales plays, creating a healthy bi‑directional bias between partner and Okta.
What You’ll Be Doing
Work with the Okta Sales team to define GTM plans for partners.
Leverage technology alliance partners to drive joint pipeline and closed‑won business.
Serve as the partner advocate inside Okta, evangelizing partners and their opportunities by executing programs that keep partners top of mind with sales leaders and AEs.
Forecast alliance revenue, including Reseller, G/SI, Cloud Provider, and Tech Alliance co‑sell motion accurately with strong Salesforce.com skills.
Use strong analytical skills to measure KPI’s around pipe‑gen, marketing, deal registration, accreditations, and certifications.
Execute strategy behind pre‑sales technical alignment and service organization to hit mutual targets.
Represent both the voice of the Alliance Partner to Okta and the voice of Okta to the Partner to resolve issues and attain revenue.
Build strong working relationships with all Okta sales and Professional Services to engage in co‑sell motion effectively.
Drive originated and teamed deals with defined partners to achieve quota.
Build a comprehensive territory plan with Okta AEs to hit revenue goals, using historical data to identify strategies and tactics for partner and Okta Sales.
What you’ll bring to the role
10+ years of partners and alliances experience or related Sales experience, preferably in SaaS and IAM, with a focus on high‑tech alliance sales.
Experience executing a co‑sell model with Resellers, G/SI partners, Cloud Providers, and Tech Alliance Partners, and familiarity with their strategies/business models.
Experience working with Resellers and G/SI partners in joint GTM motions.
Ability to drive influence and build relationships with decision makers across partner and prospect organizations.
Up‑to‑date on trends and market‑leading companies in cloud computing and identity management.
Ability to formulate a partnership vision, strategy, and execution plan.
Prioritization and multi‑tasking skills with attention to detail and follow‑up.
Self‑driven with little supervision and adaptability to fast‑paced change.
Comfortable with travel as necessary.
And extra credit if you have experience in any of the following!
Familiarity with CSP Co‑Sell motions.
Sales management experience.
Compensation The annual On Target Compensation (OTE) range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between $200,000—$300,000 USD, inclusive of base salary, incentive compensation, equity (where applicable), and benefits such as health, dental, vision, 401(k), flexible spending account, and paid leave (including PTO and parental leave).
Benefits Okta offers equity (where applicable), health, dental and vision insurance, 401(k), flexible spending account, paid leave (including PTO and parental leave), and a range of programs supporting well‑being, social impact, and professional development.
Okta Experience
Supporting Your Well‑Being
Driving Social Impact
Developing Talent and Fostering Connection + Community
Equal Employment Opportunity Statement 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.
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