Regional Alliance Manager - Distributors W-EMEA

Regional Alliances Manager - Distribution W-EMEA 

Reporting to the Distribution Manager EMEA, this role will be responsible for building and executing the joint business plan with our distribution partners in W-EMEA (Benelux, Nordics, Spain), driving incremental revenue and success with “distribution led” partners of Okta.

Specific Desired Role Outcomes:

• Clear alignment between Okta and our distribution partners in the region, resulting in increased investment in Okta and subsequent revenue. 
• Incremental business for Okta via engagement with a set of “distribution focused” Okta partners.
• Provide scale for our Emerging sales team in Dublin for the business through our distributors and partners. 
• Be the Champion for Distribution in the region. 

What you’ll be doing 

• Build and execute the joint business plan with Okta’s distribution partners in W-EMEA  with the objective to drive incremental pipeline and revenue.
• Lead and establish cadence with Distributors and a defined set of distribution led partners in order to achieve the desired outcomes in the business plan
• Collaborate with Distributors to manage the full partner lifecycle to drive incremental and measurable revenue growth. 
• Working with Distribution to improve the partner's Okta capabilities in market that assists us meet our joint goals, measured by their formal certification level growth across sales, pre-sales and delivery
• Developing a deep understanding of your partners business and an ability to articulate the value proposition of the partners both internally and externally.
• Ensuring seamless day to day operational execution. 
• Have fun! You will be spending time on-site at distributors, building relationships and participating in partner & industry events. 

In addition, the following areas are considered important:

• Build relationships with and add value to internal Okta teams based on your knowledge and advice on how partnering can assist them be successful. 
• Assist with removal of any roadblocks at distribution, and be the escalation point for deals that are being worked on by the Distributor led partners
• Report internally on progress against the plan, key activities and associated results
• Work closely with your colleagues to develop and share best practices working with distributors & partners. 

What you’ll bring to the role

• Building and accelerating business relationships through influence  
• Excellent communications, networking & interpersonal skills
• You thrive on daily interactions with your partners and colleagues
• Good time management skills paired with ability to prioritize and manage deadlines effectively
• Stay organised in a fast paced environment and manage multiple tasks and projects simultaneously
• Ability to influence and motivate stakeholders at all levels, both internally and externally. 
• Understanding of the IT market ecosystem, including different types of partners and the role they play with customers in today's market
• Willingness and ability to travel frequently. Our distributors are located across the region. Our Emerging Sales Team is based in Dublin. 
• Ability to make decisions based on imperfect information
• Passion to make a difference, high energy, team player, outcomes focused

And extra credit if you have experience in any of the following! 

• Experience with IT Security and/or Identity market in Benelux, Nordics, Spain 
• Established relationships and business experience with Distributors and Cybersecurity partners in Benelux, Nordics, Spain

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