Cloud & ISV Alliances Manager – WEMEA, Benelux & Nordics

Okta; Dublin (CA); Hybrid; USD 197,000 - 270,000; Full time

Benefits offered by this job

Equity (where applicable)

Healthcare coverage

Paid time off

Parental leave

Job summary

Okta is seeking an experienced Cloud & ISV Alliances Manager to lead strategic engagement with AWS and core ISV partners across WEMEA, Benelux, and Nordics. You will drive co-sell motions, coordinate with internal teams, and ensure measurable revenue growth through partner initiatives.

The role requires in-market presence, fluency in English, and strong regional experience, with French or German preferred. You’ll travel to markets and collaborate with Okta leadership to unlock joint GTM

Qualifications

• Experience with AWS ecosystem and partner programs.
• Proven ISV collaboration, ideally in cybersecurity.
• Fluent in English; French and/or German preferred.
• Willingness to travel and operate across regions.

Responsibilities

• Drive revenue growth across WEMEA, Benelux, and Nordics with AWS and ISV partners.
• Manage day-to-day relationships with AWS partner teams and key ISV partners.
• Identify and implement AWS Partner Programs that align with regional goals.
• Support regional sales with aligned AWS/ISV go-to-market plans.
• Educate regional teams on AWS offerings and co-selling best practices.
• Track performance and translate engagements into pipeline growth.
• Travel regularly to market to foster relationships and opportunities.

Skills

AWS ecosystem

ISV partnerships

Regional experience

Fluency in English

French language

German language

Tools

AWS APN knowledge

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 across Cloud Providers, ISVs, Resellers, Distributors, Delivery Partners and Systems Integrators with a laser focus on driving sales, adoption and deployments of Okta’s software.

We are looking for an experienced, well-connected, and ideally multilingual Alliance Manager to join the team. This role is a critical builder position with a strategic mindset, focused on scaling our regional footprint with AWS alongside key ISV partners across WEMEA, Benelux, and the Nordics.

The Opportunity

The Cloud & ISV Alliances Manager is responsible for owning and leading the strategic engagement, co-sell motion, and partnership between Okta, AWS, and our core ISV ecosystem (including partners like Zscaler and CrowdStrike).

Reporting into the AVP of Cloud and ISV, you will act as the primary focal point for all AWS and strategic ISV-related program engagements within your designated territories. You will drive deep collaboration between internal stakeholders, partner teams, and clients, ensuring clear and measurable execution plans are in place to achieve agreed revenue goals. The role demands active in-market presence and close alignment with Okta’s regional leadership, sales, and technical teams to unlock joint go-to-market strategies.

What you’ll be doing

• Drive Revenue Growth: Lead and expand the Okta/AWS and ISV relationships across WEMEA, Benelux, and the Nordics, with a primary
• Ecosystem Orchestration: Manage day-time relationships with the AWS partner management team as well as strategic ISV partners like Zscaler and CrowdStrike to build powerful, multi-vendor security solutions in the market.
• Program Execution: Identify, qualify, and implement AWS Partner Programs (e.g., AWS ISV Accelerate, Marketplace motions) that align with Okta’s regional business goals.
• Regional Sales Alignment: Support Okta Sales leadership to build tight-knit relationships with relevant AWS and ISV sales/marketing teams. Create territory-specific business plans and oversee their execution.
• Cross-functional Enablement: Educate and enable Okta’s internal regional teams (sales, pre-sales, and marketing) on AWS offerings, partner program benefits, ISV integrations, and co-selling best practices.
• Data & Performance Tracking: Track the performance and outcomes of cloud and ISV initiatives, ensuring partner engagements translate into measurable pipeline, revenue, and margin growth.
• Market Presence: Travel regularly into market across WEMEA, Benelux, and the Nordics to foster relationships and support high-value opportunities.

What you’ll bring to the role

• Ecosystem Expertise: Deep experience within the AWS ecosystem, including in-depth knowledge of the AWS sales organization, AWS Marketplace (including CPPO), the AWS Partner Network (APN), and the APN Customer Engagement (ACE) system.
• ISV Experience: Proven track record working with or alongside major ISV players, ideally within the cybersecurity landscape (e.g., Zscaler, CrowdStrike).
• Regional & Language Skills: Strong cross-geography experience across WEMEA, Benelux, and/or the Nordics. Fluency in English is required; professional proficiency in French and/or German is highly preferred.
• Location & Workspace: Ability to work from one of our key regional hubs (London or Dublin) at least 50% of the time, with the flexibility to travel into the market as required.
• Proven Impact: Background within an AWS partner organization or a high-growth SaaS company, with a track record of developing networks, navigating complex partner programs, and driving co-sell revenue.

#LIONSITE

P5878_3508685

Below is the annual On Target Compensation (OTE) range for candidates located in the United Kingdom. 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/gbr.

The OTE range for this position for candidates located in the United Kingdom is between:

£146,000 — £200,000 GBP

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.