Senior Regional Alliances Manager (Identity)

Location: Sydney, Australia; hybrid work setup with an in-person onboarding experience.

Company

Okta provides identity and access management infrastructure through its Workforce and Customer Identity Clouds.

What you will do

• Own Okta's top SI and delivery partnerships across ANZ.
• Build and execute joint go-to-market plans that generate partner-sourced pipeline, grow subscription revenue, and expand the region.
• Develop three-way go-to-market motions with cloud, AI, and ISV partners across modernisation, migration, AI, user and digital experiences, and business transformation.
• Establish quarterly business plans, operating cadences, executive governance, forecasting, and performance reporting.
• Build trusted executive relationships and align account executives, partner sellers, product, solutions engineering, customer success, marketing, delivery, legal, and commercial teams.
• Develop repeatable industry-specific “Secured by Design” solutions and provide market intelligence on the partner ecosystem.

Requirements

• Significant experience leading strategic alliances, SI partnerships, or ecosystem relationships within enterprise software, cloud, AI, or consulting.
• Excellent communication, negotiation, and executive presentation skills.
• Builder mindset with the ability to create scalable partnership programs, solve ambiguous problems, and drive execution across multiple stakeholders.
• Ability to work in a fast-moving, high-growth environment while balancing strategic thinking with operational excellence.
• 5+ years of proven experience leveraging partners to drive sourced pipeline and revenue.
• Ability to influence without authority across sales, presales, marketing, and delivery.
• Ability to travel up to 30% of the time.

Nice to have

• Background in the security and/or identity market in ANZ.
• Established relationships and business experience with strategic SIs in ANZ.
• Experience using AI in daily work to improve forecasting, partner planning, or reporting.

Culture & Benefits

• In-person onboarding designed to accelerate impact and build connections from day one.
• Support for employee well-being.
• Social impact initiatives.
• Talent development, connection, and community programs.
• Global community spanning more than 20 offices.