Position Description: Okta is looking for a Territory Account Manager with strong deal, strategy and relationship management experience to accelerate our regional partner and reseller ecosystem, with the objective to extend Okta’s reach and revenue and strengthen our distribution channels worldwide.
The ideal candidate will possess a strong sales, channel sales, and field alliances marketing background of building a channel strategy across Italy that will enable them to engage with partner sales organizations at both VP/SVP and sales rep 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 and inside teams.
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 to drive revenue. We are looking for candidates that are creative, aggressive and looking to expand and advance their Field Alliances/Channel Sales responsibilities.
Job Duties and Responsibilities:
- Seasoned revenue generation track record driving sales in both direct and Field Alliances roles
- Strong history of building and driving pipeline generation at the field level with direct sales and go-to-market partner organizations
- Proven history of exceeding channel sales, field alliances or direct sales quotas
- Ability to forecast channel ecosystem revenue accurately with strong Salesforce.com skills
- Strong analytical skills to determine which programs work and insight to build on that experience
- Passionate Field Alliances champion who can provide world-class program management and thought leadership across assigned partner base to increase revenue and drive incremental business opportunities
- Work with Okta’s Executive, Business Development, Marketing and Sales teams to identify key partners, build a strategic plan for initiating conversations and selling the value of a mutually beneficial working relationship to those partners, and drive the structure of partnerships
- 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
- Serve as the partner advocate inside Okta; evangelize partners and the opportunities they present by injecting partner DNA into Okta field sales
- 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
- Represent both the voice of the Field Alliance Partner to Okta and the voice of Okta to the Partner are required to resolve issues and attain revenue
Required Knowledge, Skills, and Abilities:
- Strong motor, execution and intrinsically driven
- Experience in launching new technologies in Italy in close partnership with local partners
- Demonstrated success in a high-tech business development or alliances at a SaaS start up, successfully implementing channel/field alliances strategy to drive dramatically increased sales
- Highly organized and detail oriented
- Natural and highly effective relationship / partner development skills
- Ability to formulate a partnership vision, strategy, and execution plan
- A business leader who is able to drive influence and build strong relationships with decision makers across all levels of partner and prospect organizations
- 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 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
- Fluent in Italian and English is a must
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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