Cloud Alliances Manager, Okta
AWS EMEA
Management platform securing resources from cloud to ground
Be an early applicant
Management platform securing resources from cloud to ground
1001+ employees
Be an early applicant
1001+ employees
Company mission
To improve the connections between people and tools to make companies more productive and secure.
Role
Who you are
- Must be a builder with a strategic mindset that can scale with growth
- Experience within the AWS ecosystem, an in-depth knowledge of the AWS sales and partnership organization
- A deep understanding of AWS services, the AWS Partner Network (APN), APN Customer Engagement (ACE) system, and AWS Partner Programs (e.g., AWS Competencies, AWS ISV Accelerate, AWS Solution Provider Program)
- Background within an AWS partner organization. With a proven track record of global traction in developing their role and AWS network/relationships across multiple geographies
What the job involves
- We are looking for an experienced and well-connected Cloud Alliance Manager to join the team and focus on our EMEA relationship with AWS
- The Cloud Alliances Manager - AWS is responsible for owning and leading the strategic engagement and partnership between Okta and AWS
- This role is the primary focal point for building, managing, and growing the relationship with AWS
- Reporting into the EMEA Alliance Director, The Cloud Alliance Manager - AWS will act as the owner and focal point for all AWS-related program engagements within Okta, driving collaboration between internal stakeholders, AWS teams, and clients
- This individual will create the ultimate understanding of AWS’s Partner Programs, Product offerings, and ensure clear and measurable execution plans are in place to achieve agreed goals
- The role will work with Okta’s leadership, sales, and technical teams to align on strategic initiatives, enable joint go-to-market strategies, and ensure effective execution of AWS opportunities
- Lead and expand the Okta / AWS relationship with the objective to make Okta a Strategic Global Partner. The role is centered on driving net new sales. Focusing on Demand Generation and Co Selling to achieve revenue goals
- Manage the day-to-day relationship with the AWS partner management team
- Identify, qualify, and manage the implementation of AWS Partner Programs that align with Okta’s business goals
- Identify, agree and lead the pathway for any agreed certifications, audits, or processes to ensure Okta is eligible and fully engaged in relevant AWS Partner Programs
- Support the Okta Sales leadership to build close relationships with the relevant AWS Sales and marketing teams, building specific joint business plans with territory leaders and overseeing execution of those plans
- Work closely with Okta’s sales, marketing, and technical teams to drive joint go-to-market initiatives that leverage AWS programs, co-selling opportunities, and joint marketing efforts to grow revenues for both Okta and AWS
- Track the performance and outcomes of AWS-related initiatives, ensuring that engagement with AWS Partner Programs translates into programme enabled measurable revenue and margin growth
- Educate and enable Okta’s internal teams (sales, pre-sales, technical, and marketing) on AWS offerings, Partner Program benefits, and best practices for engaging with AWS
- Establish expertise and credibility as the go-to person for all things AWS
- Some roles may require travel to one of our office locations for in-person onboarding
Salary benchmarks
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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