Director, Alliances - UK&I

Position Description: Okta is looking for a Senior Partner and Alliances Leader with strong deal, strategy and relationship management experience to accelerate our UK/I (all partners).

At Okta, we’re on a journey to build partnerships into everything we do. This role represents a key leadership position for one of our largest regions in EMEA (UKI)

The ideal candidate will be a visionary leader with demonstrable experience in building new GTMs with partners from Distributors, Resellers, SIs and GSIs. They will come with deep experience in the Identity market and be able to act as the figurehead for Okta with the most senior stakeholders in our partners.

Job Duties and Responsibilities:

• Build, lead and retain a group of high performing partner managers - covering the UKI market (all partner types)
• Work cross-functionally within and beyond the partner organisation to provide the best partner and customer experience
• Develop and execute a world class partner strategy that brings together the full ecosystem of Okta partners
• Forecast partner influenced and sourced business, as well as new partner pipeline created
• Build and execute mutual business plans with all partner types
• Build strong relationships with key C-level and VP stakeholders within the Okta organisation as well as within our focus partners

Required Knowledge, Skills, and Abilities:

• Significant demonstrated experience in the Identity and Access Management market - seen as a thought leader to senior stakeholders in our partners
• Proven ability to build champions at the highest level within target partners
• Strong track record of creating new GTMs with Regional SI partners across all major EMEA markets
• Seasoned revenue generation track record driving partner sourced and influenced sales, with a strong focus on UK
• Strong motivation, resilience and change management experience
• Proven history of exceeding channel sales revenue targets
• Ability to formulate a partnership vision, strategy, and execution plan
• Comfortable with weekly travel to partners as necessary
• Proven experience of high-tech business development or alliances at a SaaS start up, successfully implementing channel/field alliances strategy to drive dramatically increased sales

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 organisation’s goals.
• Drives Results: Consistently achieving results, even under tough circumstances.
• Strategic Mindset: Seeing ahead to future possibilities and translating them into breakthrough strategies.

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