Regional Alliance Partnership Manager
Manages Okta’s regional alliance ecosystem in India by developing solution-provider, distributor, and channel-partner relationships, creating go-to-market strategies, and driving partner-sourced revenue. The role requires 8–10 years of alliances or business development experience in SaaS, strong channel sales performance, and knowledge of cloud and identity security markets.
About the job
Responsibilities
- Drive revenue generation within the Regional Alliances partner ecosystem in India.
- Provide program management and thought leadership across an assigned partner base to increase revenue and drive incremental business opportunities.
- Collaborate with Executive, Business Development, Marketing, and Sales teams to identify key partners and build strategic partner plans.
- Define tailored value propositions and create go-to-market plans that strengthen Okta’s marketplace position and create new revenue opportunities.
- Serve as the partner advocate inside Okta and communicate partner opportunities to field sales.
- Represent Regional Alliance Partners to Okta and Okta to partners to resolve issues and achieve revenue goals.
- Build relationships with partner sales teams to keep Okta positioned for relevant opportunities.
- Establish strong working relationships with Enterprise, Commercial, emerging, services, marketing, and enablement teams.
- Drive partner-sourced deals with defined partners to achieve quota.
- Manage and report pipeline regularly.
Requirements
- 8–10 years of experience in business development or alliances at a SaaS startup, including implementing channel or field alliance strategies to increase sales.
- Proven record of exceeding channel sales revenue targets.
- Ability to influence and build strong relationships with decision-makers across partner and prospect organizations.
- Current knowledge of trends and leading companies in the broader cloud computing and identity and access management ecosystem.
- Experience with cloud software vendors and their strategies and business models.
Benefits and Culture
- In-person onboarding experience designed to accelerate impact and build connections.
- Opportunities for professional development, talent development, and community connection.
- Support for employee well-being and social impact.
Skills
SaaS, Business Development, Channel Alliances, Partner Management, Cybersecurity, Cloud Computing, Identity And Access Management, Go-to-Market Strategy, Revenue Generation, Pipeline Management
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