Position Description: Okta is looking for a Senior Manager, Field Alliances with strong deal, strategy and relationship management experience to accelerate our Field Alliance ecosystem, with the objective to extend Okta’s reach and revenue and strengthen our partner channels across the North Central U.S. region.
The ideal candidate will possess a strong sales, alliances and channel marketing background that enables them to engage with partner sales organizations at the VP/SVP level, interact with a wide variety of companies who operate with different business models and marketing strategies (e.g. resellers, referral partners, systems integrators and solution providers) and Okta’s field sales teams. This candidate will be laser focused on revenue generation, but strategically aligning to build long term, scalable GTM partnerships.
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 alliance sales responsibilities.
Job Duties and Responsibilities:
- Seasoned revenue generation track exceeding Alliance/Channel sales or direct sales quotas
- Strong history of building and driving pipeline generation at the field level with direct sales and go-to-market partner organizations
- Establish and execute joint Go-To-Market initiatives with Alliance partners that drive Okta North Central pipeline generation and annual revenues
- Develop internal and external-facing marketing and sales collateral supporting Field Alliance GTM partnerships
- Broker and develop effective relationships with North Central Field Alliance partner sales, marketing, services, pre-sales, architecture, and product management organizations
- Define and communicate value propositions of Okta to Alliance partner sales, marketing and services organizations, driven through webinars, training, partner events and other communications
- Work closely with the Okta Sales organization to broker account mapping and field-level relationships with North Central Alliance Partner sales, marketing and overlay teams
- Deliver basic Okta sales training and enablement to Field Alliance sales leaders and reps
- Work closely with the Regional VPs and Sales Directors in the Central region to define, execute and evangelize the Field Alliance and GTM partner strategy both internally and externally
- Serve as the partner advocate inside Okta; evangelize partners and the opportunities they present by injecting partner DNA into Okta North Central sales organization
- Represent both the voice of the Alliance/Channel Partner to Okta and the voice of Okta to the Partner are required to resolve issues and attain revenue
- Passionate alliance sales champion who can provide world-class program management and thought leadership
- With our partners, define tailored value propositions and create detailed go-to-market plans that strengthen our value proposition to the marketplace while providing new revenue opportunities
- Work with Okta sales teams to embed Okta partners in the strategic account process
- Work with partner sales teams to keep Okta “front and center” for appropriate opportunities
- Work cross-functionally with Okta Business Operations, Enablement, Legal, Marketing, Product Marketing, Program Management, Services, Sales, Marketing and other internal organizations
- Strong analytical skills to determine which programs are driving results and insight to build upon that experience
- Ability to forecast Alliance sales revenue accurately with strong Salesforce.com skills
Required Knowledge, Skills, and Abilities:
- Strong motor, execution and intrinsically driven
- A seasoned, revenue driven, relationship management leader
- Ability to formulate a partnership vision, strategy, and execution plan
- Natural and highly effective relationship / partner development skills
- 7-10 years of high-tech channel sales or alliances at a SaaS start up, successfully implementing channel/field alliances strategy to drive dramatically increased sales
- Highly organized and detail oriented
- Seasoned revenue generation track record driving sales in both direct and Field Alliances roles
- Field Alliances success with a rolodex of North Central partners, their key executives, sales and operational leaders
- Strong history of building and driving pipeline generation at the field level with direct sales and Field Alliance ecosystem go-to-market partner organizations
- A business leader who is able to drive influence and build strong relationships with decision makers across all levels of partner, prospect organizations and internally at Okta
- Up to date on the trends and market leading companies in the broader Cloud Computing and Identity Management ecosystem
- Experience with Cloud Software Vendors and their strategies/business models
- Must be able to prioritize and multi-task with special attention to detail, execution and follow-up
- Strong oral and written communication skills
- 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
- Comfortable with weekly travel to partners as necessary
- BA/BS degree, MBA or Masters degree from a top university a plus
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