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Sr. Strategic Alliance Manager - CDW (Chicago, IL)

 

Position Description: Okta is looking for a Sr. Strategic Alliance Manager (SAM) with strong deal, strategy and relationship management experience to accelerate the CDW ecosystem. The objective is to extend Okta’s reach and revenues via a robust and highly active engagement within CDW & CDWG.

Be a key member of the Okta’s Regional Alliance organization, drive sales with CDW nationally and act as the key day to day face of Okta with this strategic partner.

The candidate will have significant experience and passion in launching and scaling Go-To-Market programs tactically at the field level between CDW and vendor organizations. The ideal candidate will also possess a strong channel sales history and an intimate knowledge of CDW that enables them to drive engagement and strong, alignment with Okta’s sales teams. A successful history of working with CDW’s Cloud and Security teams is desired as well as a knowledge of SAAS and CyberSecurity

This is a critical role within the Okta team and will require cross-functional leadership skills to work with Okta Sales, Support, and Services.  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 within the CDW partnership.

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:

  • Daily presence in CDW office. focus on building brand and product awareness through trainings, floor walks, “huddles”. Quarterly travel to all CDW offices across the country
  • Own and execute joint Go-To-Market initiatives with CDW that drive Okta lead generation and achieve annual revenue targets for Okta
  • Understand the ISV and security software landscape and identify collaboration opportunities with other leading vendors solutions including collaboration at events and joint internal education programs
  • Be the face of Okta internally for all the CDW Sellers, ISA’s, CCE’s
  • Define and communicate value propositions of Okta to CDW Sales, Marketing and Services organizations, driven through webinars, training, partner events and other communications.
  • Represent Okta at CDW field events across the country
  • Work closely with the Okta Sales organization in brokering account mapping and field-level relationships with CDW Sales, Marketing and overlay teams
  • Develop internal and external-facing marketing and sales collateral supporting the CDW GTM partnership   
  • Work cross-functionally with Business Operations, Enablement, Legal, Marketing, Product Marketing, Program Management, Services, Sales, Marketing and other internal organizations across Okta
  • Strong analytical skills to determine which programs are driving results and insight to build on that experience
  • Ability to forecast channel revenue accurately with strong Salesforce.com skills
  • Passionate channel champion who can provide world-class program management and thought leadership across CDW’s ecosystem to increase revenue and drive incremental business opportunities
  • Represent both the voice of CDW to Okta and the voice of Okta to CDW as required to resolve issues and attain revenue

 

Required Knowledge, Skills, and Abilities:

  • Minimum of 3-5 years of experience in Channel Sales, and a minimum of 2 years in driving CDW GTM relationships.
  • Exceptional oral and written communication skills, with an ability to speak effectively to business development leaders, executives, product managers, and security professionals
  • A business leader who is able to influence and build relationships with people across all levels and organizations internally and externally
  • Passionate channel champion who can provide world-class program management and thought leadership across assigned partner base to increase revenue and drive incremental business opportunities
  • Highly organized and detail oriented
  • Ability to formulate a partnership vision, strategy, and execution plan
  • Ability to understand software, recognize product integration areas, discuss product roadmaps
  • Up to date on trends and key companies in Cloud computing and Identity Management
  • Can handle multiple priorities in an extremely fast paced environment
  • Ability to run quickly and adapt to a fast-paced, constantly changing environment
  • A high degree of honesty, integrity and sound judgment
  • Comfortable with bi weekly travel
  • MBA or JD a plus 


Okta is an Equal Opportunity Employer.

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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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