EMEA Channel & Alliances Director, Emerging Markets

Okta; Dublin; On-site; EUR 196,000 - 264,000; Full time

Benefits offered by this job

Equity

Healthcare coverage

Paid time off

Parental leave

Job summary

Okta in Ireland is seeking an exceptional Channel Sales Leader to own and develop bookings through a distribution-driven channel ecosystem across EMEA markets. You will lead Partner Sales Managers and Regional Alliance Managers to build the channel and manage all stages from pipeline to close.

This is a high-impact role requiring a proven track record in SaaS go-to-market, strong stakeholder influence, and the ability to scale revenues in growth markets such as Middle East, Africa, and Eastern

Qualifications

• 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.

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

Sales management

Channel partnerships

GTM strategy

Stakeholder influence

Entrepreneurial mindset

Growth markets

Job description

Okta in Ireland is seeking an exceptional Channel Sales Leader to own and develop bookings through a distribution-driven channel ecosystem across EMEA markets. You will lead Partner Sales Managers and Regional Alliance Managers to build the channel and manage all stages from pipeline to close.

This is a high-impact role requiring a proven track record in SaaS go-to-market, strong stakeholder influence, and the ability to scale revenues in growth markets such as Middle East, Africa, and Eastern