Director, Worldwide Partner Strategy & Operations

The Director, Partner Sales Strategy & Operations will be a key leader in driving the growth and productivity of the Global Partner Sales Team. You will be a highly visible and independent thought leader, mentor, and operator playing an essential role in scaling the Partner Strategy & Operations team. In this role, you will combine analytical insight, strong business acumen, and robust cross-functional partnerships while working with our senior Partner ecosystem leaders to set a strategy and medium/long term goals for the business. You will then lead the execution of many of these initiatives, supporting them with data-driven insights and analysis along the way.

Job Duties & Responsibilities:

  • Lead annual strategy, business plan development, and quota/territory planning with each of our Partner leaders.
  • Structure and lead key strategic initiatives, establish and track KPIs, and develop best practices.
  • Provide innovative recommendations for Partner business planning, reporting, scorecards, and forecasting processes.
  • Gather and synthesize relevant data, lead analyses and develop final recommendations around strategic and operational Partner initiatives.
  • ​​Manage weekly cadence of Partner sales forecasting, lead generation, reporting, and analytics.
  • Develop formal reporting packages for Partner and Partner sales effectiveness and productivity. Conduct metrics reviews with Partner leaders and supporting teams.
  • Measure, evaluate, and improve Partner rep and manager ramp time and productivity across roles and regions.
  • Persuasively communicate actionable strategy recommendations to executive management and the broader organization, as well as external stakeholders (eg, press, analysts, investors).
  • Work with cross-functional teams to optimize the Partner sales flow and enable deal delivery.
  • Develop the Partner Strategy & Operations team for scale along with process and system enhancements.

Required Skills & Qualifications:

  • 10+ years of global strategic field (Sales, Pre-Sales, or Partner) strategy & operations experience. 
  • Deep understanding of SaaS licensing models.
  • Foundational knowledge of various Partner selling motions (i.e. ISV, MSP, OEM, Resell, Disti, etc).
  • Experience working closely with Enterprise Partner leaders in a SaaS business.
  • Proven track record of building and leading a highly effective team. Passion for coaching and mentoring both new and experienced team members.
  • Salesforce and Tableau (​​or other analysis/BI tools) mastery: complex dashboards & reports, custom report types, calculated fields, workflows.
  • Exceptional quantitative and MS Excel skills. 
  • Excellent written and verbal communication skills. You can hold a meeting with executives.
  • Deep experience modeling complex problems, both conceptually and tactically (i.e. spreadsheets, analysis tools, visualization).
  • Endless curiosity and a need to dive deeper for understanding.
  • The desire and capacity to work independently AND collaboratively.

Additional skills we value:

  • Familiarity with Salesforce CPQ or other CPQ or Q2C tools.
  • Familiarity with Anaplan.
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.

((Colorado, New York and Washington only*) Minimum salary of $178,000/year + bonus, commission, or variable comp (depending on role) + equity + benefits)

#LI-Remote

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 https://www.okta.com/company/careers/. 

By submitting an application, you agree to the retention of your personal data for consideration for a future position at Okta.  More details about Okta’s privacy practices can be found at: https://www.okta.com/privacy-policy.

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