Regional Alliance Manager, Enterprise East

Responsibilities: Define GTM plans for focus partners within the portfolio in collaboration with Okta sales teams Drive joint pipeline and closed/won business with Partner Account Managers Advocate for partners inside Okta and ensure their capabilities are represented in territory sales plans Forecast alliance revenue including focus partners and co-sell motions; utilize Salesforce.com for accurate tracking Measure KPIs around pipeline generation, sourced ARR, marketing, deal registration, and certifications Coordinate presales technical alignment and services to hit mutual targets Represent and balance voice of partners and Okta Sales to resolve issues and drive revenue Build strong relationships with Strategic and Commercial Okta Sales and Professional Services for efficient co-sell motions Drive originated and teamed deals with defined partners to meet quota Create comprehensive territory plans with Okta AEs and focus partners to hit revenue goals Leverage historical data to refine strategies and tactics with partner and Okta Sales teams

Key requirements: 5+ years in Partnerships and Alliances, preferably in SaaS/CIAM with focus on alliance sales Proven track record with Commercial customer engagements Experience executing a co-sell model with Focus Solution Providers and other partner types (security software preferred) Experience with Solution Providers in joint GTM motions Ability to influence and build relationships with decision makers across Partner and prospect organizations Up-to-date knowledge of Cloud Computing and CIAM ecosystem trends Ability to formulate partnership vision, strategy, and execution plan Strong multi-tasking, attention to detail, and follow-up Ability to work quickly in a fast-paced, changing environment Willingness to travel as needed Nice-to-have: CSP Co-Sell motions familiarity; Sales Management experience strong relationship-building influencing across levels adaptability in fast-paced environments Salesforce.com data analytics and KPI measurement pipeline management