Description
We are seeking a Regional Alliance Manager, Enterprise East to join our Partner and Alliances Team. The successful candidate will drive co-sell execution across a defined portfolio of focus partners within the Commercial customer segment.
Responsibilities:
- Collaborate with partners and Okta Sales to advance active opportunities, create new Okta pipeline, and align resources to move deals forward
- Leverage Partner Account Managers to drive joint pipeline and closed/won business
- Serve as the Partner advocate inside Okta; evangelize Partners and their opportunities
- Forecast alliance revenue accurately using Salesforce.com
- Apply data & analytical skills to measure KPIs around pipe-gen, sourced ARR, marketing, deal registration, and accreditations
- Execute the strategy behind Presales technical alignment and Services organisations to hit mutual targets
- Represent both the voice of the Alliance Partner to Okta Sales and the voice of Okta Sales to the Partner
- Build strong working relationships with Strategic and Commercial Okta Sales and Professional Services teams
- 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 organisations
Requirements:
- 5+ years of Partners and Alliances experience, preferably in the SaaS and/or CIAM space
- Proven track record and success with Commercial customer engagements
- Experience executing a co-sell model with Focus Solution Providers
- Experience in working with Solution Providers in joint GTM motions
- Ability to drive influence and build strong relationships with decision makers
- Up to date on trends and market leading companies in Cloud Computing and Customer Identity Management
- Can formulate a partnership vision, strategy, and execution plan
- Must be able to prioritise and multi-task with special attention to detail and follow-up
- Ability to run quickly with little supervision and adapt to a fast-paced environment
Nice to have:
- Familiarity with CSP Co-Sell motions
- Sales Management Experience
Location: Boston, Massachusetts; New York, New York; Washington, DC
Salary: $200,000-$250,000 USD per year
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