Director Channel and Alliances - Emerging Markets

Okta; Dublin; Hybrid; EUR 196,000 - 264,000; Full time

Job summary

Okta seeks a Channel Sales Leader to own and develop bookings via a distribution-driven channel ecosystem across EMEA, including Eastern Europe, Africa, and the Middle East. You will lead Partner Sales Managers and Regional Alliance Managers to build the channel, manage all sales stages from pipeline to bookings, and spearhead Okta's GTM expansion through partnerships.

You will drive regional growth, coach senior teams, and align cross-functional teams to accelerate revenue in complex markets,

Qualifications

• Proven track record leading large channel sales teams.
• Experience scaling revenue through partner ecosystems.
• Experience in growth markets: Middle East, Africa and Eastern Europe.

Responsibilities

• Lead and manage PSM and RAM teams with accountability for regional growth strategy, planning, and bookings targets.
• Develop and execute go-to-market tactics to scale revenues in complex, fast-growing markets.
• Build a productive, sustainable sales pipeline and forecast monthly, quarterly, and annual targets.
• Drive deal velocity, develop win strategies with the team, and maximize pipeline coverage.
• Partner with cross-functional teams (Sales Engineering, Professional Services, Legal, Deal Desk) for seamless execution.
• Own pipeline generation strategy and maintain market intelligence to keep Okta competitive.
• Develop and maintain senior-level relationships within the partner ecosystem (ISVs, resellers, GSIs).
• Create an open, inclusive team environment built on accountability, transparency, and results.
• Lead by example, providing coaching, mentorship, and oversight to ensure efficient resource deployment.

Skills

Channel sales leadership

Partner ecosystem development

SaaS go-to-market

Strategic selling

Job description

Secure Every Identity, from AI to Human

Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence.

This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk.

About the Role

We're seeking an exceptional Channel Sales Leader to own and develop sales bookings through our Distribution-driven channel ecosystem across EMEA's partner-led markets: Eastern Europe, Africa (exc. South Africa), and the Middle East (exc. UAE and KSA).

As Okta continues scaling through a Partner First strategy, you'll lead Partner Sales Managers and Regional Alliance Managers to build and develop the channel ecosystem while managing all stages of the sales cycle—from pipeline development through closed bookings. This is a unique opportunity to spearhead the expansion of Okta's GTM through channel partnerships.

Key Responsibilities

• Lead and manage PSM and RAM teams with accountability for regional growth strategy, planning, and bookings targets
• Develop and execute go-to-market tactics to scale revenues in complex, fast-growing markets
• Build a productive, sustainable sales pipeline and forecast monthly, quarterly, and annual targets
• Drive deal velocity, develop win strategies with the team, and maximize pipeline coverage
• Partner with cross‑functional teams (Sales Engineering, Professional Services, Legal, Deal Desk) for seamless execution
• Own pipeline generation strategy and maintain market intelligence to keep Okta competitive
• Develop and maintain senior‑level relationships within the partner ecosystem (ISVs, resellers, GSIs)
• Create an open, inclusive team environment built on accountability, transparency, and results
• Lead by example, providing coaching, mentorship, and oversight to ensure efficient resource deployment

What We're Looking For

• Proven success hiring, leading, and developing high‑performing sales teams
• Strong track record building and scaling revenue through channel ecosystems
• Experience in growth markets: Middle East, Africa, and/or Eastern Europe
• Deep understanding of SaaS/Cloud Go‑To‑Market strategies and customer engagement models
• Demonstrated ability to influence key stakeholders and orchestrate alignment across organizations
• Strategic mindset with an entrepreneurial, builder‑focused approach
• Ability to adapt and thrive in fast‑growing, dynamic environments

Okta's Core Leadership Competencies

• Builds Effective Teams: Creating strong teams with diverse skills and perspectives
• Demonstrates Self‑Awareness: Using feedback and reflection to understand strengths and gaps
• Develops Talent: Growing people to meet career and organizational goals
• Drives Results: Consistently delivering results, even under challenging circumstances
• Strategic Mindset: Translating future possibilities into breakthrough strategies

#LI-LW1

#LI-Hybrid

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Below is the annual On Target Compensation (OTE) range for candidates located in Ireland. 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 comprehensive healthcare coverage and financial benefits including paid time off 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/irl.

The OTE range for this position for candidates located in Ireland is between:

€196.000 — €264.000 EUR

The Okta Experience

• Supporting Your Well‑Being
• Driving Social Impact
• Developing Talent and Fostering Connection + Community

We are intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate. Your journey begins with an immersive, in‑person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one.

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 complete any part of the job application, interview process, or onboarding please use this Form to request an accommodation.

Notice for New York City Applicants & Employees: Okta may use Automated Employment Decision Tools (AEDT), as defined by New York City Local Law 144, that use artificial intelligence, machine learning, or other automated processes to assist in our recruitment and hiring process. In accordance with NYC Local Law 144, if you are an applicant or employee residing in New York City, please click here to view our full NYC AEDT Notice.