Director Channel and Alliances - Emerging Markets

Location: Dublin, Ireland; hybrid work arrangement

Salary: €196,000–€264,000 annual OTE for candidates located in Ireland, including base salary and incentive compensation

Company

Okta provides identity and access management infrastructure designed to help organizations securely adopt AI and protect digital identities.

What you will do

• Lead Partner Sales Manager and Regional Alliance Manager teams, owning regional growth strategy, planning, and bookings targets.
• Develop go-to-market tactics and scale channel revenue across Eastern Europe, Africa excluding South Africa, and the Middle East excluding the UAE and KSA.
• Build sustainable sales pipelines, forecast monthly, quarterly, and annual targets, and improve pipeline coverage and deal velocity.
• Develop senior-level relationships with ISVs, resellers, GSIs, and other channel partners.
• Coordinate with Sales Engineering, Professional Services, Legal, and Deal Desk teams to execute deals.
• Coach, mentor, and develop teams while maintaining an accountable, transparent, and inclusive environment.

Requirements

• Proven success hiring, leading, and developing high-performing sales teams.
• Strong experience building and scaling revenue through channel ecosystems.
• Experience in growth markets including the Middle East, Africa, and/or Eastern Europe.
• Deep understanding of SaaS and cloud go-to-market strategies and customer engagement models.
• Ability to influence senior stakeholders and align multiple organizations.
• Strategic, entrepreneurial, and adaptable approach suited to fast-growing environments.

Culture & Benefits

• Hybrid work environment with an immersive in-person onboarding experience.
• Equity may be available according to applicable plans and policies.
• Comprehensive healthcare coverage, financial benefits, paid time off, and parental leave.
• Opportunities for talent development, social impact, and connection across a global community.