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Manager, Technical Business Development (San Francisco, CA)

Position Description: Okta is looking for a Manager of Technical Business Development to manage and develop Okta’s alliance with select strategic go-to-market ISV partnerships with a focus on technical enablement, customer interaction, content creation, and thought leadership around integrations with our key GTM ISV partners.   

This person will be responsible for driving technical partner enablement, roadmap briefings, and mapping into the respective GTM ISV partner pre-sales, customer support, and professional services teams. This role will help establish key GTM assets across the Okta + ISV integration portfolio, including but not limited to customer demonstrations, reference architectures, RFP responses for both Okta and GTM ISV field sales teams, joint value proposition and selling assets. This role will also serve as the face of the Okta ISV GTM team to support one-to-one and one-to-many technical enablement sessions for technical sales teams at key GTM ISVs.

The ideal candidate will possess a strong technical background that enables them to easily interact with partner sales engineers, support and professional services, to drive product and sales enablement, and to engage with partner development and sales organizations at the individual contributor level through the VP/SVP level. This candidate must have a demonstrated ability to build relationships with partner sales, technical and development organizations, think strategically and analytically about business, product, and technical challenges, and build and execute 2-way initiatives that measurably grow and accelerate Okta lead generation and bookings via Okta’s technical mindshare within those partner organizations.

 

Job Duties and Responsibilities:

  • Build out the technical enablement program for Okta GTM ISV partners. This would include the curriculum and delivery of technical enablement across Tier 1 and Tier 2 partner where Okta has a technical integration to the ISV’s platform.
  • Drive enablement and technical Go-To-Market initiatives with strategic GTM ISVs alliance partners with a focus on measurably grow and accelerate partner-referred lead generation and bookings via the ISV embedded set of partners.
  • Develop internal and external-facing technical and enablement collateral supporting the partner alliance. 
  • Strategize and prioritize product integration strategies, with supporting business cases to the product platform and management teams.
  • Work closely with the Okta sales organization in brokering account mapping and field-level relationships.
  • Work closely with the Okta product organization to help define user experiences and integration priorities with partners.
  • Work closely with the Okta Customer First (Support, CSM) organization to ensure good customer experiences when using Okta + ISV integrations.
  • Develop domain expertise and thought leadership regarding ISV Partners’ areas of focus as well as potential new areas for product or platform integration expansion.
  • Work cross-functionally with Marketing, Product Marketing, Product Management, Professional Services, Sales, SE,  Marketing and other internal organizations across Okta on a regular basis.
  • Domain knowledge of the Identity Management space and standards such as LDAP, Active Directory, SAML, SCIM, OAuth is a plus but it’s not required.
  • Prior experience as an SE, TME, or technical Product Manager, or platform technical evangelist.
  • Domestic and international travel required, for on-site technical enablement of the aforementioned partner teams.   Upwards of 50% travel will be required.

 

Minimum REQUIRED Knowledge, Skills, and Abilities: 

  • 4+ years of relevant Technical Enablement and Product training and demonstration experience in a web-based start-up, including quota carrying technical sales
  • Experience with Cloud Software Vendors and their strategies/business models
  • Experience working with value added resellers, systems integrators, and / or  ISV and Technology partners
  • Experience with modern programming languages including one or more programming skills in Java, C#, Ruby, Python, PHP and JavaScript
  • Technical ability to understand software and recognize areas of product integration, discuss product roadmaps, and engage with product managers
  • 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
  • Highly organized and detail oriented
  • Ability to formulate a partnership vision, strategy, and execution plan
  • Technical ability to understand software and recognize areas of product integration, discuss product roadmaps, and engage with product managers
  • Up to date on trends and key companies in Cloud computing and Identity Management
  • Can handle multiple projects and priorities in an extremely fast paced environment
  • Ability to run quickly and adapt to a fast-paced, constantly changing environment 

Okta is an Equal Opportunity Employer

 

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Okta
The foundation for secure connections between people and technology

Okta is the leading provider of identity for the enterprise. The Okta Identity Cloud connects and protects employees of many of the world's largest enterprises. It also securely connects enterprises to their partners, suppliers and customers. With deep integrations to over 5,000 apps, the Okta Identity Cloud enables simple and secure access from any device. Thousands of customers, including Experian, 20th Century Fox, LinkedIn, Flex, News Corp, Dish Networks and Adobe trust Okta to work faster, boost revenue and stay secure. Okta helps customers fulfill their missions faster by making it safe and easy to use the technologies they need to do their most significant work.

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