Get to know Okta
Okta is The World’s Identity Company. We free everyone to safely use any technology—anywhere, on any device or app. Our Workforce and Customer Identity Clouds enable secure yet flexible access, authentication, and automation that transforms how people move through the digital world, putting Identity at the heart of business security and growth.
At Okta, we celebrate a variety of perspectives and experiences. We are not looking for someone who checks every single box - we’re looking for lifelong learners and people who can make us better with their unique experiences.
Join our team! We’re building a world where Identity belongs to you.
The Partners & Alliances team
Okta Partners & Alliances is responsible for indirect go-to-market strategy, execution, and bookings globally. With more than 1000 partners around the world today, Okta’s partner program is designed to accelerate our impact with customers. As part of Okta’s Revenue Organization, we manage the largest and most complex relationships from Cloud Marketplaces, Resellers, Distributors and Systems Integrators with a laser focus on driving sales and deployments of Okta’s software.
The Partner Development Manager opportunity
Reporting to the Sr Director, Global Systems Integrators AMER, the Partner Development Manager will play a key role in identifying, recruiting, and nurturing the next generation of Okta’s GSI Partners to drive growth in the AMER Region. This role will strategically elevate a portfolio of partners to prepare and grow them into top Partners by vetting joint product and solution offerings, relationship building, client alignment and partner enablement.
*This role requires in-person onboarding and travel to our San Francisco, CA HQ office during the first week of employment.
What you’ll be doing
- Develop partner business plans: Create client alignment, drive co-selling and engagement with GSIs, build joint solutions leveraging Okta products, and define clear joint KPIs for success
- Drive Partner enablement: Collaborate with Okta’s enablement team to implement partner activation plans - training, certifications, and accreditations
- Embed Okta into Partner’s client offerings: Integrate Okta’s products and sales plays into partner go-to-market motions
- Co-lead joint marketing strategy: Manage MDF, demand generation, and co-sponsored events to accelerate pipeline growth
- Identify regional opportunities: Build territory demand by identifying partner opportunities in several regions
- Manage pricing & proposals: Collaborate with partner and internal teams to address pricing escalations, quoting, and order tracking
- Ensure operational excellence: Own partner follow-up, CRM documentation, and tracking of progress
What you’ll bring to the role & what we’re looking for
- Minimum of 5-7+ years of experience in a revenue generating role
- Minimum of 3+ years of alliance experience with GSIs in the AMER region with established relationships with companies like KPMG, Kyndryl, CapGemini, NTT, Atos/Eviden and IBM
- Operational efficiency and experience managing multiple projects and partners
- Professional and executive level communication skills - written and verbal
- Ability to multi-task but prioritize by financial impact
Additional experience that we value
- Experience in cybersecurity and/or identity
Below is the annual On Target Compensation (OTE) range for candidates located in California, Colorado, New York and Washington. Your actual OTE, which is inclusive of base salary and incentive compensation, will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable) and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave) in accordance with our applicable plans and policies. To learn more about our Total Rewards program please visit: https://rewards.okta.com/us.
The annual OTE range for this position for candidates located in California, Colorado, New York, and Washington is between:
$194,000—$290,000 USD
What you can look forward to as an Full-Time Okta employee!
- Amazing Benefits
- Making Social Impact
- Fostering Diversity, Equity, Inclusion and Belonging at Okta
Okta cultivates a dynamic work environment, providing the best tools, technology and benefits to empower our employees to work productively in a setting that best and uniquely suits their needs. Each organization is unique in the degree of flexibility and mobility in which they work so that all employees are enabled to be their most creative and successful versions of themselves, regardless of where they live. Find your place at Okta today! https://www.okta.com/company/careers/.
Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws. If reasonable accommodation is needed to participate in the job application, interview process, or onboarding please use this Form to request an accommodation.
Okta is committed to complying with applicable data privacy and security laws and regulations. For more information, please see our Privacy Policy at https://www.okta.com/privacy-policy/.
What We Do
Okta is the leading independent identity provider. The Okta Identity Cloud enables organizations to securely connect the right people to the right technologies at the right time. With more than 7,000 pre-built integrations to applications and infrastructure providers, Okta provides simple and secure access to people and organizations everywhere, giving them the confidence to reach their full potential. More than 10,000 organizations, including JetBlue, Nordstrom, Siemens, Slack, T-Mobile, Takeda, Teach for America, and Twilio, trust Okta to help protect the identities of their workforces and customers.
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