Director, National Solution Providers (Remote Eligible)

Okta is looking for a Director, National Alliances and Partners with strong deal, strategy and relationship management experience to accelerate our growth with National Resellers and Solution Providers. The objective is to extend Okta’s National reach, revenues and services delivery via a robust and highly active partner ecosystem with leading National Resellers like CDW, SHI, Insight and Connections along with National Solution Providers like Optiv, Sirius, WWT, E-Plus and others.

The candidate will have significant experience and passion in launching and scaling Go-To-Market programs and strategies at the field level between the partner ecosystems and Okta’s field sales organization. The ideal candidate will also possess a strong channel sales and marketing background and leadership skills that enables them to engage with our partners and their Technology alliances and build better together GTM strategies that drive differentiated pipeline, revenue and growth for the combined companies.

This is a critical role within the Okta team, and will require cross-functional leadership skills to work with Okta Sales, Support, Services, Product and Engineering. 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 across these partner ecosystems. For this role, business relationship development, sales and marketing acumen is more important than technical knowledge.

Candidates 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 leadership and direct/channel sales responsibilities.

Job Duties and Responsibilities:

  • Passionate Field Alliances champion who can provide world-class program management and thought leadership across partner base to increase revenue and drive incremental business opportunities.
  • Establish and execute joint Go-To-Market initiatives with our partners  that drive Okta pipeline, solution development and bookings for both organizations.
  • Broker and develop effective relationships between Okta and our partner  Consulting/Sales, Marketing, Professional Services, and Product Development organizations.
  • Define and communicate Okta’s value propositions to our partner Advisory, Sales, Marketing, Professional Services and Vertical organizations, driven through webinars, training, partner events and other communications.
  • Work closely with Okta Alliance and Partner leadership to define, execute and evangelize the Field Alliance and GTM partner strategy both internally and externally.
  • Build GTM strategies and marketing initiatives together with our partners to drive client acquisition, growth and business development.
  • Develop domain expertise and thought leadership regarding the partner’s current areas of focus as well as potential new areas for expansion (WDAY+ Okta, SNOW + Okta, etc…)
  • Work closely with the Okta Sales organization to broker account mapping and field-level relationships with Partner Sales, Marketing and overlay teams.
  • Strong history of building and driving pipeline generation and deal pursuit at the field level with direct sales and go-to-market partner organizations.
  • Partner with Okta enablement teams to build strong partner enablement programs with the sales and technical personnel of our partner ecosystem.
  • Work cross-functionally with Business Operations, Enablement, Legal, Marketing, Product Marketing, Program Management, Services, Sales, Marketing and other internal organizations across Okta on a regular basis.
  • Strong analytical skills to determine which Go-To-Market partners and programs are driving results and insight to build on that experience.
  • Proven history of exceeding Alliance/Channel sales or direct sales quotas.
  • Ability to forecast channel revenue accurately with strong skills.
  • Represent both the voice of the partner to Okta and the voice of Okta to the partner as required to resolve issues and attain revenue. 

Required Knowledge, Skills, & Abilities:

  • Minimum of 10+ years experience of indirect sales, channel management/marketing, channel program development and/or product management/marketing.
  • Up to date on trends and key companies in Cloud computing, Security, and Identity Management.
  • Ability to formulate a partnership vision, strategy, and execution plan.
  • Self-sufficient, focused leader with a propensity towards execution and driving revenue results.
  • Natural and effortless relationship management/partner development skills.
  • Exceptional oral and written communication skills, with an ability to speak effectively to business development leaders, executives, product managers, engineers, lawyers, and security professionals.
  • Ability to influence and build relationships with people across all levels and organizations internally and externally.
  • Passionate Field Alliances/Channel champion who can provide world-class program management and thought leadership across our partners to increase revenue and drive incremental business opportunities.
  • BA/BS degree, MBA or Masters degree from a top university a plus.
Okta’s Top 5 Core Leadership Competencies are part of the deeply ingrained principles that guide all of our company’s actions. They also align strongly to our cultural cornerstones, our Okta values: love our customers, empower our people, never stop innovating, act with integrity, and maintain transparency. It’s our expectation that our managers and leaders embody these core competencies:
  • Builds Effective Teams: Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.          
  • Demonstrates Self-Awareness (EQ): Using a combination of feedback and reflection to gain productive insight into personal strengths and weaknesses.
  • Develops Talent: Developing people to meet both their career goals and the organization’s goals.
  • Drives Results: Consistently achieving results, even under tough circumstances.
  • Strategic Mindset: Seeing ahead to future possibilities and translating them into breakthrough strategies.

Okta is an Equal Opportunity Employer.

Okta is rethinking the traditional work environment, providing our employees with the flexibility to be their most creative and successful versions of themselves, no matter where they are located.  We enable a flexible approach to work, meaning for roles where it makes sense, you can work from the office, or from home, regardless of where you live.  Okta invests in the best technologies and provides flexible benefits and collaborative work environments/experiences, empowering employees to work productively in a setting that best and uniquely suits their needs.  Find your place at Okta 

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