Head of Channel and Strategic Alliances Apj

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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.

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**Position Description**:
To further our successes in Asia, Pacific, Japan (APJ) and beyond, Okta is hiring for an experienced leader who comes from a transformational/change environment who can further develop our Channel and Alliance partnerships. We are seeking a professional with strong deal, strategy and relationship management experience with the objective to extend Okta’s indirect sales positioning across APJ.

The role will involve managing both 1st and 2nd line managers, with a total team in APJ comprising twelve professionals who are spread across Resellers, Alliances, CSP and Distribution.

Developing and leading indirect sales GTM across APJ, you will strengthen partnerships with ISV's, System Integrators (GSI), distributors, highly specialized boutique partners and large resellers in the regions.

**Job Duties and Responsibilities**:

- ** Striving for Results**: Work with Okta’s Executive, Business Development, Marketing and Sales teams to identify key partners, build a strategic plan for initiating conversations and selling the value of a mutually beneficial working relationship to those partners, and drive the structure of partnerships.
- **Leadership and Talent Development**:Developing our talented Okta Team further and empower them to learn and grow as we reach a different stage of maturity. Implementing and fostering learning and employee development programs to drive organizational performance and productivity.
- **Strategy**: Strategize with our partners, define tailored value propositions and create detailed go-to-market plans that strengthen the appetite for our technology on the marketplace, while providing new revenue opportunities. With a focus on GSI and MSP activity.
- **Collaboration**: Partner with the extended Okta leadership team, garnering credibility with a focus on the sales leaders to embed Okta partners into the strategic account process.

**Required Knowledge, Skills, and Abilities**:

- Fluent in English, with other APJ languages considered beneficial
- Proven experience of high-tech SaaS scale-up. With proven experience in complex transformations surrounding channel/field alliances strategy to drive dramatically increased sales. This should include a hybrid set-up (indirect and direct)
- A business leader who is able to influence and build strong relationships with decision makers across all levels of partner and prospect organizations
- Up to date on the trends and market leading companies in the broader Cloud Computing and Identity Management ecosystem
- Experience and success in retention and talent development. A high degree of honesty, integrity and sound judgment with a people first approach.
- Comfortable and able to travel to partners as necessary
- Detailed operational command of the business and interlock with go-to-market teams e.g. sales, marketing, business development etc.
- Education and/or certifications, accreditations in security and/or leadership considered beneficial
- Deep experience in building and growing strategic practices in Global and Regional SIs (e.g KPMG, Tech Mahindra etc.)
- Experience in establishing and scaling distribution partnerships in mature (Australia, Japan) and emerging markets (Indonesia, Thailand etc.)

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