Regional Alliances Manager (Distribution & Emerging Partners, ANZ)

Location: Sydney, Australia; the role covers Australia and New Zealand and includes on-site time with distributors, partners, and at industry events.

Company

Okta provides Workforce and Customer Identity Clouds for secure access, authentication, and automation across technologies, devices, and applications.

What you will do

• Own Okta’s ANZ distribution relationships, with approximately 80% of the role focused on distribution and 20% on emerging partners.
• Develop annual and quarterly joint business plans, co-sell initiatives, enablement tracks, and milestones with distribution partners.
• Build partner-sourced and partner-influenced pipeline, maintain forecasts in Salesforce and PRM, and manage revenue targets and pipeline coverage.
• Run monthly operational reviews and quarterly executive QBRs covering revenue pace, MDF, order-to-cash, and JBP performance.
• Identify, recruit, onboard, and mature boutique consultancies, solution providers, systems integrators, transformation firms, and AI builders; onboard six emerging partners within 12 months.
• Coordinate Okta sales, presales, marketing, delivery, Deal Desk, Sales Operations, Finance, Legal, and partner teams to remove blockers, avoid channel conflict, and support successful deployments.

Requirements

• Significant experience working with distributors and cybersecurity partners in ANZ.
• Proven success using partners to drive sourced pipeline and revenue for a vendor.
• Excellent communication, negotiation, and executive presentation skills.
• Strong prioritisation and organisation skills, with the ability to manage multiple projects in a fast-paced environment.
• Ability to influence without authority across Sales, Presales, Marketing, and Delivery.
• Ability to travel up to 30% of the time.

Nice to have

• Understanding of the Cyber, AI, and Digital Transformation ecosystem and how distributors, consultancies, transformation firms, and AI builders create and win business.
• Existing relationships with boutique or transformation consultancies or AI partners in ANZ.
• Established ANZ distribution relationships, especially in New Zealand.
• Background in the Security and/or Identity market in ANZ.
• Experience using AI to improve forecasting, partner planning, or reporting.

Culture & Benefits

• Partner-first go-to-market approach with partner-sourced and partner-influenced business as core measures of regional success.
• In-person onboarding experience designed to accelerate impact and build connections.
• Global community spanning more than 20 offices, with support for well-being, social impact, talent development, and community.
• Regular on-site work with distributors and partners and attendance at industry events.
• Equal opportunity employment and reasonable accommodation support during application, interview, and onboarding.