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Role Description

The Partner Territory Alliance Manager will engage in a co-sell fashion with Resellers, GSI partners, Cloud Providers, Strategic Tech Alliance Partners, and Okta Sales, throughout Enterprise and Strategic Okta customer segments. In this role, you will be responsible for aligning key Sales and Marketing resources to execute against key sales plays, ultimately creating a healthy bi-directional bias between partner and Okta.

• Work with the Okta Sales team to define GTM plans for the Okta partners in their portfolio.
• Leverage technology alliances partners to drive joint pipeline and closed/won business.
• Serve as the partner advocate inside Okta; evangelize partners and the opportunities they present.
• Ability to forecast alliance revenue accurately with strong Salesforce.com skills.
• Data driven with strong analytical skills to measure KPI’s around pipe-gen, marketing, deal reg, accreditations, and certifications.
• Execute the strategy behind the pre-sales technical alignment and services organizations to hit mutual targets.
• Represent both the voice of the Alliance Partner to Okta and the voice of Okta to the Partner.
• Build strong working relationships with all Okta sales and Professional Services.
• 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 to hit defined revenue goals.

Qualifications

• 10+ years of partners and alliances experience or related Sales experience, preferably in SAAS and IAM space.
• Experience in executing a co-sell model with Resellers, G/SI partners, Cloud Providers, and Tech Alliance Partners.
• A business leader who can drive influence and build strong relationships with decision makers.
• Up to date on trends and market-leading companies in the broader Cloud Computing and Identity Management ecosystem.
• Ability to formulate a partnership vision, strategy, and execution plan.
• Must be able to prioritize and multi-task with attention to detail and follow-up.
• Ability to run quickly with little supervision and adapt to a fast-paced environment.
• Comfortable with travel as necessary.

Requirements

• Familiarity with CSP Co-Sell motions.
• Sales Management Experience.

Benefits

• Health, dental, and vision insurance.
• 401(k) plan.
• Flexible spending account.
• Paid leave, including PTO and parental leave.