Senior Partner Alliance Manager, GSI EMEA

November 29, 2024

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 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 Partner Alliance Manager, GSI for EMEA. The ideal candidate will be a builder with a strategic approach and bias towards execution.

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How you’ll make an impact

Reporting to the Head of Global Strategic Alliances, this role will expand our existing alliances with GSIs like PwC, Deloitte 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 PwC and Accenture member firms across EMEA Partner member firm agreements for delivery and resell with Okta legal.

What you’ll bring with you:

Minimum 10+ years working in technology alliances - ideally at a SaaS company and within cybersecurity.
Experience building out a business at scale with a Big 4 Advisory Firm or Global Systems Integrator 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

And extra credit if you have experience in any of the following!

Multiple language, Pan EMEA experience
3-way partnerships with CSPs
Experience in SaaS based partnering models

#LI-JB2

#LI-Remote

What you can look forward to as an Full-Time Okta employee!

Amazing Benefits
Making Social Impact
Fostering Diversity, Equity, Inclusion and Belonging at Okta

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