Partner Territory Alliance Manager, Okta
Auth0 Strategic & Commercial
$200-336k
OTE
Salary range applies to New York and San Francisco only and varies between those locations
Up to 50-60% travel
Management platform securing resources from cloud to ground
Open for applications
Management platform securing resources from cloud to ground
1001+ employees
Open for applications
$200-336k
OTE
Salary range applies to New York and San Francisco only and varies between those locations
Up to 50-60% travel
1001+ employees
Company mission
To improve the connections between people and tools to make companies more productive and secure.
Role
Who you are
- 5+ years of Partners and Alliances experience, preferably in the SaaS and/or CIAM space, with a strong focus on high-tech alliance sales working with regional, national, and global Partners
- Proven track record and success with Strategic & Commercial customer engagements
- Experience executing a co-sell model with Solution Providers, G/SI partners, Cloud Providers, and Tech Alliance Partners with a deep familiarity with their strategies/business models (preferably security software)
- Experience in working with Solution Providers and G/SI partners in joint GTM motions
- Ability to drive influence and build strong relationships with decision makers across all levels of Partner and prospect organizations
- Up to date on the trends and market leading companies in the broader Cloud Computing and Customer Identity Management ecosystem
- Can formulate a partnership vision, strategy, and execution plan
- Must be able to prioritize and multi-task with special attention to detail and follow-up
- Ability to run quickly with little supervision and adapt to a fast-paced, constantly changing environment
- Comfortable with travel as necessary (up to 50-60%)
What the job involves
- 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
- Reporting to the Director of AMER Auth0 Partners & Alliances, the Partner Territory Alliance Manager will engage in a co-sell fashion with Solution Providers, GSI partners, SI Partners, Cloud Providers, Strategic Tech Alliance Partners, and Okta Sales, throughout the Strategic and Commercial customer segments
- In this role, you will be responsible for aligning key sales and marketing resources to execute against sales plays therefore creating a healthy bi-directional bias between Partners and Okta with a focus on Auth0
- Our co-sell motion with the Solution Providers, GSI partners, SI partners, inclusive of Cloud Providers and ISV Partners helps create clear competitive differentiation and elevated customer value
- Work with the Auth0 sales teams to define GTM plans for the Auth0 Partners in their portfolio
- Leverage Technology Alliance Partners to drive joint pipeline and closed/won business
- Serve as the Partner advocate inside Okta; evangelize Partners and the opportunities they present by executing programs that help keep Partners top of mind with Auth0 sales leaders and AE’s to ensure key Partners with unique capabilities and offerings are part of any territory sales plan
- Forecast alliance revenue, inclusive of Solution Provider, G/SI, Cloud Provider, and Tech Alliance co-sell motion accurately with strong Salesforce.com skills
- Apply strong data & analytical skills to measure KPIs around pipe-gen, sourced ARR, marketing, deal registration, accreditations and certifications
- Execute the strategy behind the Presales technical alignment and the Services organizations to hit mutual targets
- Represent both the voice of the Alliance Partner to Auth0 Sales and the voice of Auth0 Sales to the Partner as required to resolve issues and attain revenue
- Build strong working relationships with all Strategic and Commercial Auth0 Sales and Professional Services teams to effectively and efficiently engage in co-sell motion
- Drive originated and teamed deals with defined Partners in order to achieve quota
- Build and drive pipeline generation at the Field level with direct Sales and go-to-market Partner organizations
- Build a comprehensive territory plan with Auth0 AEs to hit defined revenue goals
- Use the historical data to identify strategies and tactics which will be put into play by Partner and Okta Sales teams
Our take
Okta started off as an identity company where organisations, large and small, could tap into the company to have a single sign-on interface to access all cloud applications now centralised. Okta has since expanded to provide identity management at the device as well as the server level.
The new approach towards network security is increasingly based on identification and authentication, and Okta is on track to become the go-to vendor in the space. They aim to do so by developing products that enable people to access applications and other tools more smoothly and securely than ever before.
Okta has taken strides towards expansion through significant employee growth and shuffling executive leadership. The company has also made lateral moves such as tackling governance concerns, opening up new paths for revenue.
Freddie
Company Specialist at Welcome to the Jungle
Insights
19% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Sep 2015
$75m
SERIES F
Jun 2014
$75m
SERIES E
Total funding: $229.3m
Company benefits
- Work from home opportunities
- Health + Wellness
- Financial Benefits
- Pay + Incentives
- Time Off
- Everyday Living
- Resources
Company HQ
The East Cut, San Francisco, CA
Leadership
Todd McKinnon
(CEO)VP of Development at Salesforce.com and has nearly a decade of experience in various engineering and leadership roles at PeopleSoft.
Frederic Kerrest
(Vice Chairman)Worked in Sales and Business Development at Salesforce.com, and previously co-founded high-tech consulting firm Meridian Global Solutions.
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