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Director, Field Alliances - Global Systems Integrators (Washington, DC)

Position Description: 

Okta is looking for a Director, Global Systems Integrators with strong deal, strategy and relationship management experience to accelerate our global systems integrator ecosystem. The objective is to extend Okta’s Global SI reach, revenues and services delivery via a robust and highly active Global SI ecosystem with leading SI’s such as KPMG, PwC, Deloitte and Accenture.


The candidate will have significant experience and passion in launching and scaling Global System Integrator Go-To-Market programs tactically at the field level between the Global SI and Okta’s enterprise sales organization. The ideal candidate will also possess a strong channel sales and marketing background and leadership skills that enables them to engage with Global SI’s vertical (i.e. Financial Services, Energy, Healthcare, Technology) consulting and horizontal (Security, Digital) leadership teams to drive strong field level engagement between the GSI and Okta.


This is a critical role within the Okta team, and will require cross-functional leadership skills to work with Okta Sales, Support, Services, Product and Engineering.  This role will be a major change agent, having impact and influence with a high degree of autonomy, energy, flexibility and drive to create real and measurable business results.  For this role, business relationship development, sales and marketing acumen is more important than technical knowledge.


Candidate should also have a demonstrated ability to think strategically and analytically about business, product, and technical challenges, with the ability to build and convey compelling value propositions, and work cross-organizationally to build consensus.  We are looking for candidates that are creative, aggressive and looking to expand and advance their responsibilities.



Job Duties and Responsibilities:


  • Passionate Field Alliances champion who can provide world-class program management and thought leadership across Global System Integrator partner base to increase revenue and drive incremental business opportunities
  • Establish and execute joint Go-To-Market initiatives with Global Systems Integrators (KPMG, PwC, Accenture, Deloitte) that drive Okta lead generation and annual revenues
  • Broker and develop effective relationships between Okta, Global Systems Integrators (KPMG, PwC, Deloitte, Accenture) Consulting/Sales, Marketing, Professional Services, and Product Development organizations
  • Define and communicate Okta’s value propositions to Global Systems Integrators (KPMG, PwC, Deloitte, Accenture) Advisory, Marketing and Professional Services organizations, driven through webinars, training, partner events and other communications
  • Work closely with the VP, WW Field Alliances and broader GSI GTM team to define, execute and evanglize the Field Alliance and GSI GTM partner strategy both internally and externally
  • Develop internal and external-facing marketing and sales collateral supporting the GSI GTM partnership 
  • Develop domain expertise and thought leadership regarding the partner’s current areas of focus as well as potential new areas for expansion (Sailpoint + Okta, WDAY+ Okta, SNOW + Okta…)
  • Work closely with the Okta Sales organization to broker account mapping and field-level relationships with GSI Partner Sales, Marketing and overlay teams
  • Strong history of building and driving pipeline generation at the field level with direct sales and go-to-market partner organizations
  • Deliver basic Okta sales training and enablement to GSI vertical sales leaders and advisors
  • Work cross-functionally with Business Operations, Enablement, Legal, Marketing, Product Marketing, Program Management, Services, Sales, Marketing and other internal organizations across Okta on a regular basis
  • Strong analytical skills to determine which Go-To-Market partners and programs are driving results and insight to build on that experience
  • Proven history of exceeding Alliance/Channel sales or direct sales quotas
  • Ability to forecast channel revenue accurately with strong Salesforce.com skills
  • Represent both the voice of the partner to Okta and the voice of Okta to the partner as required to resolve issues and attain revenue


Required Knowledge, Skills, and Abilities:

  • Strong intrinsic motor
  • Self-sufficient, focused leader with a propensity towards execution and driving revenue results
  • Natural and effortless relationship management / partner development skills
  • Ability to formulate a partnership vision, strategy, and execution plan
  • Minimum of 10+ years experience in Business Development in driving Global Systems Integrators GTM relationships.
  • A strong background leading worldwide GTM relationships with KPMG or PwC is a plus
  • Exceptional oral and written communication skills, with an ability to speak effectively to business development leaders, executives, product managers, engineers, lawyers, and security professionals
  • A business leader who is able to influence and build relationships with people across all levels and organizations internally and externally
  • Up to date on trends and key companies in Cloud computing and Identity Management
  • Highly organized and detail oriented
  • Must be able to prioritize and multi-task with special attention to detail and follow-up
  • Ability to run quickly with little supervision and adapt to a fast-paced, constantly changing environment
  • A high degree of honesty, integrity and sound judgment
  • Strong oral and written communication skills
  • BA/BS degree, MBA or Masters degree from a top university a plus
  • Comfortable with weekly travel

Okta is an Equal Opportunity Employer.



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