Regional Alliance Manager - Co-Sell Growth & Partnerships

Okta Inc.; Washington (District of Columbia); Hybrid; USD 200,000 - 250,000; Full time

Job summary

Okta is seeking a Regional Alliance Manager to drive co-sell execution across a focused partner portfolio within the Commercial segment. You will collaborate with Partner Account Managers and Okta Sales to advance opportunities and expand the partner footprint across target accounts.

This role requires 5+ years in Partners and Alliances, proven ability to influence decision makers, and strong data skills. The position is open to candidates in the Eastern Time Zone with hybrid work and occasional

Qualifications

• 5+ years in Partners and Alliances with SaaS/CIAM focus.
• Proven Commercial customer engagement success.
• Experience executing a co-sell model with Focus Solution Providers.
• Experience with joint GTM motions with solution providers.
• Ability to influence decision makers and build relationships at all levels.
• Up-to-date on cloud computing and customer identity management trends.
• Ability to formulate a partnership vision, strategy, and execution plan.
• Strong prioritization, multi-tasking, and follow-up.
• Able to work in a fast-paced, evolving environment with travel as needed.

Responsibilities

• Define GTM plans with Okta sales for Focus Partners in the portfolio.
• Leverage Partner Account Managers to drive joint pipeline and closed/won deals.
• Advocate for Partners inside Okta and align teams to opportunities.
• Forecast alliance revenue with Salesforce data and accuracy.
• Measure KPIs for pipe generation, ARR, and certifications.
• Align presales and services to hit mutual targets.
• Represent Partner voice to Okta Sales and vice versa to resolve issues.
• Build relationships with Strategic and Commercial Okta Sales teams for co-sell motion.
• Drive originated and teamed deals with defined Partners to hit quota.
• Develop field-level pipeline with Sales and partner orgs.
• Create a comprehensive territory plan with Okta AEs and partners.
• Use historical data to inform strategies and field tactics.

Skills

Partnerships experience

SaaS/CIAM knowledge

Commercial engagements

Co-sell model

Solution Providers

GTM motions

Influence & relationships

Industry trends

Partnership strategy

Multi-tasking

Adaptability

Travel readiness

Job description

Okta is seeking a Regional Alliance Manager to drive co-sell execution across a focused partner portfolio within the Commercial segment. You will collaborate with Partner Account Managers and Okta Sales to advance opportunities and expand the partner footprint across target accounts.

This role requires 5+ years in Partners and Alliances, proven ability to influence decision makers, and strong data skills. The position is open to candidates in the Eastern Time Zone with hybrid work and occasional