Regional Alliances Manager - Distribution & Emerging Partners (ANZ)

We are looking for a Regional Alliances Manager - Distribution & Emerging Partners (ANZ) to join our team.

The Partner and Alliances Team owns relationships and business development with Okta's partners in ANZ and is a significant contributor to the region's growth.

The Regional Alliances Manager - Distribution & Emerging Partners is the strategic catalyst for growing Okta's distribution channel and a new network of emerging partners across Australia and New Zealand.

Key Responsibilities:

• Develop and execute annual and quarterly joint business plans (JBPs) that accelerate customer acquisition, platform adoption and revenue across ANZ.
• Own forecasting, pipeline development and revenue targets for partner-sourced and partner-influenced business through distribution and emerging partners.
• Give our Commercial sales team scale in ANZ through distributors and partners.
• Onboard and enable 6 new emerging partners within 12 months, and move each along the program's maturity path.
• Build a deep understanding of your top 15 partners and articulate their value proposition, internally and externally.

Requirements:

• Significant experience working with distributors and cybersecurity partners in ANZ.
• Proven success using partners to drive sourced pipeline and revenue for a vendor.
• Excellent communication, negotiation and executive presentation skills.
• Strong prioritisation and organisation, juggling multiple projects in a fast-paced environment.
• Influence without authority across Sales, Presales, Marketing and Delivery.

Nice to Have:

• Understanding of the Cyber, AI and Digital Transformation ecosystem.
• Existing relationships with boutique/transformation consultancies or AI partners in ANZ.
• Established relationships with ANZ distribution specially in the New Zealand market.
• A background in the Security and/or Identity market in ANZ (desirable).
• Experience using AI to improve forecasting, partner planning or reporting.