The Technology Partnership team, within Corporate Development, is responsible for identifying and delivering differentiated, high-impact technology partnerships that provide leverage for Okta's global sales teams as well as bring exponential benefit to Okta’s #1 priority: our customers. The Senior Manager, Technology Partnerships will own a set of strategic partners and drive robust GTM partnership contracts. With an eye for integrations and a passion for scaling revenue through partners, this role will be extremely cross functional. You will collaborate with Okta’s executive team, sales leadership, product management, marketing and channel/alliances teams to ensure our partners bring the highest impact to Okta.
Work closely with the Director of Technology Partners to both shape the partner strategy for Okta’s Customer Identity and Access Management (CIAM) business as well as identify, negotiate and close new technology partnerships that:
Drive revenue growth through co-sell, resell or other commercial models
Support key product initiatives
Enables field organization to be successful
Demonstrate innovation and industry leadership
Identify key decision makers at your target list of partners: build trust across their product and executive teams and leverage strategic selling skills to influence and close unique commercial terms with a mindset of Win-Win-Win (Customer-Partner-Okta).
Build strong relationships with key stakeholders across Okta’s product, engineering, marketing, sales, and communications teams to ensure close alignment on deals prior, during, and after deal launch.
Work closely with head of Partner Programs to ensure successful onboarding of all new partners:
GTM Templates and playbooks
7+ years of ISV/technology partnership experience
2+ years in the identity and access management industry
Experience in building non-standard partnership structures (MOU/LOI); negotiating big and complex contracts terms.
Familiarity and experience with OEM/resell partnerships, both inbound and outbound
Strong technical acumen and ability to understand APIs, integrations and other technical aspects key to a partnership
Ability to execute market research and build business models to demonstrate value of a potential partnership
Proven track record of executing commercial terms as well as documenting and driving clear product integrations; co-marketing programs.
Deep knowledge of Software and SaaS technology and business models.
BA/BS degree required, MBA or Masters degree preferred
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 https://www.okta.com/company/careers/.
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