Senior Regional Alliances Manager - GSI

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 flexible and neutral products, Okta Platform and Auth0 Platform, provide secure access, authentication, and automation, placing identity at the core 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 Okta Partners & Global Alliance Team

The Global Alliance Team is part of Okta’s Revenue Organization. We manage the largest and most complex relationships from Cloud Marketplaces, Resellers, Distributors and Systems Integrators with a laser focus on driving sales and deployments of Okta’s software. We are looking for a Sr. Partner Alliance Manager, GSI for EMEA. The ideal candidate will be a builder with a strategic approach and bias towards execution.

How you’ll make an impact

This role will expand our existing alliances with GSIs like PwC, Deloitte, NTT DATA and Accenture. Working closely with our EMEA sales leadership, this role has the opportunity to lay the foundation for the GSI business at Okta.

What you’ll do

• Develop and execute partner business plans with GSIs across EMEA. ● Build capacity to scale sales and delivery
• Develop, cultivate and maintain relationships across the largest GSIs to execute the joint sales plays that deliver financial results.
• Co-own joint Marketing initiatives, which include the use of Marketing Development Funds to drive demand generation through events and campaigns
• Own and drive the certifications, accreditations, and training of GSIs in EMEA
• Build and drive pipeline generation at the field level with direct sales and go-to-market partner organizations (EMEA Alliances)
• Drive and manage partnership agreements with the GSI member firms across EMEA

What you’ll bring with you:

• Proven experience and network working with technology alliances - ideally at a SaaS company and within cybersecurity.
• Experience building out a business at scale with Big 4 Advisory Firms or Global Systems Integrators across multiple regions in EMEA
• Deep experience and knowledge of Systems Integrators (from business model, to training and certification strategies).
• Executive communication skills and an ability to drive influence and action from Senior Leaders across product, finance and sales.
• Data driven mindset with strong analytical skills to continuously measure KPI’s, pipeline, marketing, deal registrations, accreditations and certifications.
• Track record of beating revenue based quotas

Additional expertise that would add value to this role:

• Multiple language, Pan EMEA experience
• Exposure and involved with Hyper Scalers
• Operational Excellence when it comes to the utilisation of tools and AI to carry out your role effectively.
• Experience in SaaS based partnering models

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