Cloud Alliance Manager

Visa Hunt; San Francisco (CA); On-site; USD 132,000 - 186,000; Full time

Benefits offered by this job

Health insurance

Dental insurance

Vision insurance

401(k)

Flexible spending account

PTO and parental leave

Job summary

Okta is seeking a Cloud Alliance Manager for AWS Commercial to own the AWS relationship in the US Commercial segment. You will drive pipeline growth, co-sell motions, and multi-team collaboration to meet and exceed goals.

Ideal candidates have 3–5+ years in alliances with deep AWS know-how, and a proven ability to manage partner programs, accelerate joint initiatives, and measure KPIs across initiatives and campaigns.

Qualifications

• 3–5+ years in alliances or partner sales, AWS-focused.
• Deep knowledge of AWS sales/partnerships, US Commercial structure.
• Experience accelerating partner co-sell and pipeline generation (ACE).

Responsibilities

• Lead and expand Okta/AWS relationship in US Commercial to drive growth.
• Manage day-to-day relationships with AWS partner sales teams in US Commercial.
• Identify and implement AWS Partner Programs aligned with Okta goals.
• Support sales leadership with joint business plans and territory alignment.
• Collaborate with Regional Alliance Managers to activate channel co-selling motions.

Skills

AWS ecosystem

Partner sales

KPIs & analytics

Cross-functional collaboration

Pipeline growth

Tools

ACE System

AWS Marketplace

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.

The Partners & Alliances team

The Global Alliance Team is 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. We are looking for an experienced and well-connected AWS Alliance Manager to join the team and own our AWS GTM strategy and execution across the US Commercial segment. They must be a builder with a strategic mindset that can scale with growth.

The Cloud Alliance Manager, AWS Commercial opportunity

The Cloud Alliance Manager, AWS Commercial is responsible for owning and leading the strategic engagement and partnership between Okta and AWS specifically within the US Commercial segment. This role is the primary focal point for building, managing, and growing the AWS relationship in this segment. Reporting to the AMER Alliance Director, this role will act as the owner and focal point for all AWS-related program engagements within Okta for the Commercial US, driving collaboration between internal stakeholders, AWS teams, and customers. This individual will have a deep understanding of AWS’s Partner Programs and Product offerings, ensuring clear and measurable execution plans are in place to achieve agreed goals. The role will work with Okta’s regional leadership, sales, and technical teams to drive pipeline generation activities and ensure effective execution of AWS opportunities within the US Commercial market.

What you’ll be doing

• Lead and expand the Okta/AWS relationship in the US Commercial segment to drive growth and market share by focusing on demand generation and co-selling
• Manage day-to-day relationships with the relevant AWS partner sales teams covering the US Commercial segment
• Identify, qualify, and manage the implementation of AWS Partner Programs that align with Okta’s business goals within the US Commercial market
• Support Okta sales leadership to build close relationships with the relevant AWS Sales and marketing teams, building specific joint business plans with territory leaders and overseeing execution of those plans
• Collaborate closely with Okta Regional Alliance Managers to activate and accelerate Channel-related co-selling motions with AWS
• Educate and enable Okta’s internal teams within the US Commercial segment on AWS offerings, Partner Program benefits, and best practices for engaging with AWS
• Establish expertise and credibility within the Commercial segment as the go-to person for all things AWS

What you’ll bring to the role

• 3-5+ years of experience in an alliances or partner sales role with specific focus on the AWS ecosystem
• An in-depth knowledge of the AWS sales and partnerships organization, particularly within the US Commercial structure; Deep existing relationships are highly preferred
• A deep understanding of AWS services, the AWS Partner Network (APN), APN Customer Engagement (ACE) system, and AWS Partner Programs
• Experience accelerating, maturing, and expanding existing partnerships, preferably with experience within an AWS partner organization or AWS itself
• Demonstrated operational experience managing partner co-sell and influencing pipeline generation, ideally with specific experience utilizing AWS systems like ACE
• Strong understanding of and experience working with Cloud Marketplaces, particularly AWS Marketplace
• Exposure to working effectively with a variety of partner types, including Channel partners (Resellers, Distributors) and Global System Integrators (GSIs), alongside ISVs
• Data-driven mindset with strong analytical skills and experience measuring KPIs around pipe-gen, marketing activities, deal registration, accreditations, certifications, etc.
• Proven track record of exceeding revenue-based quotas or MBOs related to partner influence
• Experience working cross-functionally with teams like Partner Marketing and Partner Enablement to develop and implement repeatable, scalable processes and programs
• Ability to contribute to a collaborative team environment with a “win together” mentality

Below is the annual base salary range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York and Washington. Your actual base salary will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable), bonus, 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 base salary range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between:

$132,000 — $185,500 USD

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.

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