Senior Partner Alliance Manager, GSI

3 days ago

Singapore OKTA SG PTE. LTD. Full time
Roles & Responsibilities

The Okta Partners & Global Alliance team

The Global Alliances 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 to join the team and own our relationship with GSIs in the APJ Region. They must be a builder with a strategic mindset that can scale with growth.

The Sr. Partner Alliance Manager, GSIs APJ opportunity

Reporting to the Head of Global Strategic Partners, this role will partner closely with Theater Leaders (Regions) in APJ to drive initiatives with GSIs to grow their Okta practice. This role will set the partnership strategy, create and own annual planning, joint investments and plan execution. This leader will set the stage for executive interlock, rhythm of business and outline key areas of opportunity. This is a builder role, where the leader will start as an individual contributor, but also scale to managing a team and understand the nuances of Global to Local leadership.

*This role requires in-person onboarding and travel to our San Francisco, CA HQ office during the first week of employment. It also requires periodic travel within the APJ Region to progress business development and sales activities with partners.

What you'll be doing

  • Develop and execute joint co-selling strategies with GSIs to drive vertical sales plays that solve customer problems.
  • Work closely with Okta sales leaders to drive account alignment with GSIs Security Account Leads and foster collaborative relationships.
  • Lead the annual partnership planning process, including joint investments, target customers, pipeline and execution plans.
  • Work closely with Okta's Sales Engineering and Product Teams to drive deep understanding and advocate for Okta's product line inside GSIs.
  • Own and drive the APJ pipeline with GSIs.

What you'll bring to the role & the experience we're looking for

  • Minimum 8+ years of experience in building alliances with Global Systems Integrators including but not limited to: co-marketing, joint investment strategies, GSI practice creation, COE development, joint sales planning & pipeline development.
  • Deep connections into and recent experience working with GSIs in the Cyber practice.
  • Proven experience co-selling with GSIs into large customers (Global 2000)
  • Strong business acumen and technical knowledge relevant to identity and access management.
  • Exceptional communication and interpersonal skills, with the ability to engage and negotiate at the executive level. Demonstrated ability to set strategies, create plans, and drive measurable outcomes.
  • Bachelor's degree in Business, Marketing, Technology, or a related field. An advanced degree is a plus.
Tell employers what skills you have

Sales
Leadership
Investment Strategies
Interpersonal Skills
Business Acumen
Investments
Marketing
Sales Engineering
Strategy
Advocate
Annual Planning
Business Development

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