Regional Alliance Manager, Enterprise East

Location: Any location in the Eastern Time Zone; candidates in New York City or Washington, D.C. must commute to the Okta office twice per week.

Annual OTE: $200,000–$250,000 USD for candidates in California excluding the San Francisco Bay Area, Colorado, Illinois, New York, and Washington; OTE includes base salary and incentive compensation.

Company

Okta provides identity infrastructure that helps organizations securely adopt technologies including AI and supports a global partner ecosystem.

What you will do

• Define go-to-market plans with Okta sales teams and focus partners.
• Drive joint pipeline, originated and teamed deals, closed/won business, and quota attainment.
• Advocate for partners inside Okta and ensure their capabilities are included in territory sales plans.
• Forecast alliance revenue and measure KPIs including pipeline generation, sourced ARR, marketing, deal registration, accreditations, and certifications.
• Align presales technical and professional services resources with mutual targets.
• Build territory plans, develop field-level pipeline generation, and resolve partner-sales issues through cross-functional collaboration.

Requirements

• 5+ years of Partners and Alliances experience, preferably in SaaS and/or CIAM, focused on high-tech alliance sales with regional, national, and global partners.
• Proven success with commercial customer engagements.
• Experience executing co-sell models with focus solution providers and familiarity with partner strategies and business models, preferably in security software.
• Experience working with solution providers in joint go-to-market motions.
• Ability to influence and build relationships with decision-makers across partner and prospect organizations.
• Knowledge of cloud computing and customer identity management markets and leading companies.
• Ability to formulate partnership vision, strategy, and execution plans.
• Ability to prioritize and multitask with attention to detail and follow-up, work independently, and adapt to a fast-paced environment.
• Comfort with travel as necessary.

Nice to have

• Familiarity with CSP co-sell motions.
• Sales management experience.

Culture & Benefits

• Health, dental, and vision insurance, 401(k), flexible spending account, and paid leave including PTO and parental leave, subject to applicable plans and policies.
• Equity may be available.
• Okta supports well-being, social impact, talent development, and connection across a global community spanning more than 20 offices.
• In-person onboarding is provided to connect new hires with the mission and team.
• Work includes collaboration with global partners and Okta sales, professional services, and alliance organizations.

Hiring process

• Reasonable accommodation is available for application, interview, or onboarding activities upon request.
• New York City applicants and employees may be subject to automated employment decision tools under NYC Local Law 144.