Channel Marketing Manager, CEE

The CEE Channel Marketing Manager will be responsible for setting channel marketing strategy and ensuring its execution for multiple partner types, such as value-added resellers (VARs), distributors, systems integrators (SIs), managed service providers (MSPs) and technology partners. He or she will be responsible for helping to create demand either for or in conjunction with partners, and enabling these partners to sell more successfully.

This is a permanent role, the scope for the first 18 months will be fulfilling in a maternity cover capacity to then transition into another position within the EMEA Field Marketing organisation.

This role will initially report to the  CEE Senior Strategic End User Marketing Manager. They will be expected to work closely and collaborate with the to ensure programs support the needs of the CEE Sales Leadership team.

Key Responsibilities include

  • Partner with the CEE Regional Alliances Managers to establish the list of top partners for the region
  • Proactively engage with the top 5 partners in the CEE to create tailored through channel demand plans that support the goals of the CEE Partner Team
  • Leverage partner-ready demand creation programs, tools and kits created by the EMEA Partner Marketing team to drive new opportunities into the pipeline 
  • Collaborate with the Distributors to support demand creation activities with the other eligible partners 
  • Develop offers and communications that can be used to recruit new channel partners into the program where relevant
  • Assist in delivering partner enablement and communication for upcoming product launches or releases
  • Analyse program results and make recommendations for future improvements
  • Identify and develop effective marketing and sales collateral – using both internal EMEA Partner Marketing team and agency resources – for use in campaigns and enablement activities 
  • Manage the end-to-end Okta Marketing Development Funds (MDF) process for the UK I region including proposal management, review, acceptance/rejection and proof of performance
  • Assist top partners in the selection of appropriate vendors (e.g. creative, teleservices) to ensure successful and timely project completion
  • Assist the EMEA Partner Marketing team in the recruitment of attendants at EMEA partner-facing Events (e.g. Okta EMEA Partner Summit, Okta Partner Connect Days, various workshops, etc.)
  • Assist the EMEA Partner Marketing team in the planning and execution of above mentioned EMEA wide Partner events

Technology Skills Required

  • Salesforce automation: good working knowledge of campaign management and reporting in
  • Marketing automation: theoretical knowledge of Marketo or equivalent marketing automation platforms
  • Partner relationship management: Expert knowledge of Perks/Birch/E2Open/similar applications
  • Partner portals: good working knowledge of typical B2B partner portals
  • Business intelligence: working knowledge of Tableau, Clari
  • Deal registration: good working knowledge of typical deal registration systems and processes
  • Social media platforms and monitoring tools

Organisation Interlock

  • CEE Partner Team (i.e. Partner Managers, Partner SE’s, GSI Manager)
  • CEE Sales Leadership
  • Head of Field Marketing EMEA
  • EMEA Partner Marketing 
  • CEE Regional Marketing
  • Product management
  • Product marketing
  • EMEA Marketing operations
  • Finance

Background & Experience Required

  • Three to five years in channel marketing (e.g. budgeting, planning and program execution)
  • Marketing experience within the b-to-b channel (e.g. reseller or distributor) 
  • Deep understanding of direct sales organisations and partner ecosystems, and how they work together
  • Packaging and delivery of channel demand programs to partners
  • Different approaches to marketing to, through and with partners
  • Channel budgeting and funding processes
  • Channel incentive program structures (e.g. MDF, co-op, volume discounts) and best practices for their implementation
  • Agency management in a Channel Marketing or Field Marketing role
  • Good planning and project management skills
  • Experience of speaking at partner events

Profile Required

  • Someone with strong business acumen, who is highly organised and shows initiative
  • Empathetic to partners, and understands what motivates them
  • Someone with strong verbal/written communications
  • Someone who is process oriented
  • Someone who is adept at building long-term relationships and has strong negotiation skills
  • Someone who can confidently communicate with key stakeholder and seek both guidance and feedback
  • Someone who is willing and able to travel regularly across the region to meet with partners and take part in events as required

Success Metrics

  • Stakeholder satisfaction with individual’s output
  • Number of plans created and executed with Top 10 Partners
  • Number of channel demand programs/campaigns executed with the partner ecosystem in CEE 
  • Percentage of partners using prescribed assets
  • MDF utilisation rate and good management (including compliance management)
  • Contribution to channel pipeline
  • Deals registered from channel marketing influenced programs and campaigns
  • Demand program performance/ROI

Okta is an Equal Opportunity Employer.


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