Partner Development Manager

Okta; New York (NY); On-site; USD 200,000 - 300,000; Full time

Job summary

An innovative company is seeking a Partner Development Manager to enhance relationships with Systems Integrators in the AMER region. This role focuses on developing strategic partner plans, driving revenue growth, and ensuring operational excellence. The ideal candidate will have a strong background in partner management and a proven track record of success in revenue-generating roles. Join a dynamic team that values diverse perspectives and fosters a collaborative work environment, where your contributions will directly impact the company's growth and success.

Benefits

Health Insurance

Dental Insurance

Vision Insurance

401(k)

Paid Time Off

Parental Leave

Flexible Spending Account

Qualifications

• 5+ years in a partner-focused revenue role.
• Experience with Systems Integrators in the AMER region.

Responsibilities

• Develop partner business plans and drive co-selling.
• Manage pricing, proposals, and partner enablement.

Skills

Partner Relationship Management

Revenue Generation

Project Management

Communication Skills

Cybersecurity Knowledge

Education

Bachelor's Degree

Job description

Get to know Okta Okta is The World's Identity Company. We free everyone to safely use any technology-anywhere, on any device or app. Our Workforce and Customer Identity Clouds enable secure yet flexible access, authentication, and automation that transforms how people move through the digital world, putting Identity at the heart of business security and growth.

At Okta, we celebrate a variety of perspectives and experiences. We are not looking for someone who checks every single box - we're looking for lifelong learners and people who can make us better with their unique experiences.

Join our team! We're building a world where Identity belongs to you.

The Partners & Alliances team

Okta Partners & Alliances is responsible for indirect go-to-market strategy, execution, and bookings globally. With more than 1000 partners around the world today, Okta's partner program is designed to accelerate our impact with customers. As 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.

The Partner Development Manager opportunity

Reporting to the Senior Manager, Partner Development, the Partner Development Manager will play a critical role in identifying, recruiting, and nurturing the next generation of Okta's SI Partners to drive growth in the AMER Region. This role will strategically elevate a portfolio of assigned Partners to prepare and grow them into top Partners by vetting joint product and solution offerings, relationship building, client alignment and partner enablement.

What you'll be doing

• Develop Partner business plans : Create client alignment, drive co-selling and engagement with development SIs, build joint solutions leveraging Okta products, and define clear joint KPIs for success
• Drive Partner enablement : Collaborate with Okta's enablement team to implement partner activation plans - sales trainings, delivery certifications, and sales and presales accreditations
• Embed Okta into Partner's client offerings : Integrate Okta's products and sales plays into partner go-to-market motions
• Co-lead joint marketing strategy : Manage MDF, demand generation, and co-sponsored events to accelerate pipeline growth
• Identify regional opportunities : Build territory demand by identifying partner opportunities in several regions in AMER
• Manage pricing & proposals : Collaborate with partner and internal teams to address pricing escalations, quoting, and order tracking
• Represent both the voice of Partners to Okta and the voice of Okta to our Partners by executing critical programs that ensure key partners offerings and value is well understood
• Ensure operational excellence : Own partner follow-up, CRM documentation, and tracking of progress

What you'll bring to the role & what we're looking for

• Minimum of 5+ years of experience in a revenue generating, Partner focused role
• Minimum of 3+ years experience owning and developing relationships with Systems Integrators in the AMER region including established relationships with Slalom, IDMWorks, RSM, Cyderes and Unisys
• Proven ability to oversee numerous projects and collaborate with partners, sales and customer stakeholders to deliver successful results
• Ability to clearly and concisely communicate complex ideas to both technical and non-technical stakeholders
• Skilled in managing multiple tasks while focusing on priorities based on their financial significance

Additional experience that we value

• Experience in cybersecurity and / or identity

The OTE range for this position for candidates located in the San Francisco Bay area is between :

224,000-$336,000 USD

Below is the annual On Target Compensation (OTE) range for candidates located in California, Colorado, New York and Washington. 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 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 OTE range for this position for candidates located in California, Colorado, New York, and Washington is between :

200,000-$300,000 USD

What you can look forward to as a Full-Time Okta employee!

• Making Social Impact
• Developing Talent and Fostering Connection + Community at Okta

Okta cultivates a dynamic work environment, providing the best tools, technology and benefits to empower our employees to work productively in a setting that best and uniquely suits their needs. Each organization is unique in the degree of flexibility and mobility in which they work so that all employees are enabled to be their most creative and successful versions of themselves, regardless of where they live. Find your place at Okta today! https : / / www.okta.com / company / careers / .

Some roles may require travel to one of our office locations for in-person onboarding.

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.

Okta is committed to complying with applicable data privacy and security laws and regulations. For more information, please see our Privacy Policy at https : / / www.okta.com / privacy-policy / .