Cloud & ISV Alliances Manager – WEMEA, Benelux & Nordics

Secure Every Identity, from AI to Human Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era.

The Partners & Alliances Team is part of Okta’s Revenue Organization, managing the largest and most complex relationships across Cloud Providers, ISVs, Resellers, Distributors, Delivery Partners, and Systems Integrators.

The Cloud & ISV Alliances Manager is responsible for owning and leading the strategic engagement, co-sell motion, and partnership between Okta, AWS, and core ISV ecosystem partners like Zscaler and CrowdStrike.

Responsibilities

• Drive Revenue Growth: Lead and expand Okta/AWS and ISV relationships across WEMEA, Benelux, and the Nordics.
• Ecosystem Orchestration: Manage day-to-day relationships with AWS partner management teams and strategic ISV partners.
• Program Execution: Identify, qualify, and implement AWS Partner Programs that align with Okta’s regional business goals.
• Regional Sales Alignment: Support Okta Sales leadership to build relationships with relevant AWS and ISV sales/marketing teams.
• Cross-Functional Enablement: Educate and enable Okta’s internal regional teams on AWS offerings, partner program benefits, ISV integrations, and co-selling best practices.
• Data & Performance Tracking: Track the performance and outcomes of cloud and ISV initiatives.
• Market Presence: Travel regularly into market across WEMEA, Benelux, and the Nordics to foster relationships and support high-value opportunities.

Requirements

• Ecosystem Expertise: Deep experience within the AWS ecosystem, including in-depth knowledge of the AWS sales organization, AWS Marketplace, and the AWS Partner Network.
• ISV Experience: Proven track record working with or alongside major ISV players, ideally within the cybersecurity landscape.
• Regional & Language Skills: Strong cross-geography experience across WEMEA, Benelux, and/or the Nordics. Fluency in English is required; professional proficiency in French and/or German is highly preferred.
• Location & Workspace: Ability to work from one of our key regional hubs (London or Dublin) at least 50% of the time, with the flexibility to travel into the market as required.
• Proven Impact: Background within an AWS partner organization or a high-growth SaaS company, with a track record of developing networks, navigating complex partner programs, and driving co-sell revenue.

Benefits

• Comprehensive healthcare coverage and financial benefits, including paid time off and parental leave.
• Equity (where applicable).