Partner Development Manager

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

Job summary

An established industry player seeks a dynamic Partner Development Manager to drive growth in the AMER region. This exciting role involves developing partner business plans, enabling partners, and co-leading marketing strategies. The ideal candidate will have extensive experience in partner management and a strong ability to communicate effectively with diverse stakeholders. Join a forward-thinking company that values unique experiences and fosters a flexible work environment, where your contributions will have a significant impact on the future of identity management.

Benefits

Health Insurance

Dental Insurance

Vision Insurance

401(k)

Flexible Work Environment

Social Impact Opportunities

Talent Development Programs

Qualifications

• 5+ years in a Partner-focused role with revenue generation.
• 3+ years with Systems Integrators in AMER, with established relationships.

Responsibilities

• Develop Partner business plans and drive co-selling.
• Manage pricing, proposals, and ensure operational excellence.

Skills

Partner Management

Communication Skills

Project Management

Sales Strategy

Relationship Building

Education

Bachelor's Degree

Experience in Cybersecurity

Job description

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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.

About Okta

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. We manage relationships with Cloud Marketplaces, Resellers, Distributors, and Systems Integrators, focusing on sales and deployments of Okta’s software.

The Partner Development Manager opportunity

Reporting to the Senior Manager, Partner Development, this role involves identifying, recruiting, and nurturing the next generation of Okta’s SI Partners to drive growth in the AMER Region. The role includes vetting joint product offerings, relationship building, client alignment, and partner enablement.

What You’ll Be Doing

1. Develop Partner business plans: Create client alignment, drive co-selling, build joint solutions, and define success KPIs.
2. Drive Partner enablement: Collaborate on sales trainings, certifications, and accreditations.
3. Embed Okta into Partner’s client offerings: Integrate products and sales strategies.
4. Co-lead joint marketing strategy: Manage MDF, demand generation, and events.
5. Identify regional opportunities: Build demand in various regions in AMER.
6. Manage pricing & proposals: Collaborate on pricing, quoting, and order tracking.
7. Represent both the voice of Partners to Okta and vice versa: Execute programs to ensure value is understood.
8. Ensure operational excellence: Follow-up, CRM documentation, and tracking.

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

1. Minimum of 5+ years experience in a revenue-generating, Partner-focused role.
2. Minimum of 3+ years experience with Systems Integrators in the AMER region, including established relationships.
3. Proven ability to oversee projects and collaborate with stakeholders.
4. Excellent communication skills for technical and non-technical audiences.
5. Ability to manage multiple tasks based on their financial importance.

Additional Experience That We Value

• Experience in cybersecurity and/or identity.

The OTE range for this position in the San Francisco Bay area is between $224,000—$336,000 USD. For candidates in California, Colorado, New York, and Washington, the range is $200,000—$300,000 USD. Actual compensation depends on skills, experience, and location. Benefits include health, dental, vision, 401(k), and more. Learn more about our Total Rewards at rewards.okta.com/us.

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

• Amazing Benefits
• Making Social Impact
• Developing Talent and Fostering Connection & Community

Okta offers a flexible work environment with tools and benefits to empower employees. Find your place at Okta today! https://www.okta.com/company/careers/

Some roles may require travel for onboarding.

Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or other protected statuses. We consider applicants with arrest and conviction records in accordance with applicable laws.

If reasonable accommodation is needed, please request it via the provided form.

Okta complies with applicable data privacy laws. More information is available in our Privacy Policy at https://www.okta.com/privacy-policy/.