# Regional Alliance Partnership Manager

**Company:** [Okta](https://hotfix.jobs/companies/okta)
**Location:** Bengaluru, India
**Role:** Partnerships
**Experience:** 8+ years
**Skills:** SaaS, Business Development, Channel Alliances, Partner Management, Cybersecurity, Cloud Computing, Identity And Access Management, Go-to-Market Strategy, Revenue Generation, Pipeline Management
**Posted:** 2026-08-04

> 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.

## Job Description

## 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.

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