Regional Alliances Manager

**Get to know Okta** Okta is The World’s Identity Company. We free everyone to safely use any technology—anywhere, 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 - we’re looking for lifelong learners and people who can make us better with their unique experiences. Join our team We’re building a world where Identity belongs to you. **Get to know Okta** Okta is The World’s Identity Company. We free everyone to safely use any technology—anywhere, 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, we’re looking for lifelong learners and people who can make us better with their unique experiences. Join our team We’re building a world where Identity belongs to you. **The Partner and Alliances Team** The role is a critical component of Okta’s ANZ Partner and Alliances team. This team’s charter is to own the relationships and business development activities with Okta’s partners in the ANZ market, and therefore be a significant contributor to Okta achieving its growth expectations in the region. Okta’s 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 - Distribution and Cloud Opportunity** Reporting to the Director of Partners and Alliances, this role will be responsible for building, gaining approval to and executing the joint business plan with our distribution partner and key cloud partners, as well contributing to the success of a number of “distribution led” partners of Okta. Specific Desired Role Outcomes: - Drive clear and strategic alignment between Okta and our distribution partner resulting in increased investment in Okta and subsequent incremental revenue - Our distribution partner is a core part of our Supply Chain, that takes risk and cost out of Okta’s business locally. This role is critical to achieving this desired outcome. - Incremental business for Okta via engagement with key “distribution Focused” Okta partners - Key contributor to providing clarity to Okta and partners on our “Route to Markets” and what this means for each of the key stakeholders **What you’ll be doing** **Key priority focus areas are the following**: - Building, gaining approval to and executing the joint business plan with Okta’s distribution partner - Building, gaining approval to and executing the joint business plan with Okta’s key cloud partners. Initially this will be with AWS, but in the future will potentially include other key partnerships in this key market segment - Lead partner cadence of key meetings ( eg: QBRs) in order to achieve the desired outcomes in the business plan - Guide Distribution on key business development activities with their Focused partners, and be actively involved with the partner with Distribution when and if this is required and adds value. - Ensure operational efficiencies between Okta and our distribution partner are adhered to, and improved as we move forward - Drive Incremental Pipeline through "Big Rock" Demand Generation Campaigns with Distribution, Cloud partners and/or the Distribution Focused partners that have a significant impact on Okta’s ability to achieve its pipeline and revenue goals - Work with Distribution to Improve the partner's 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 partner’s 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 person’s role and responsibility in the plan and ensure internal cadence is in place to review progress, drive accountability and adjust the plan if neededExecute 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 outcom