Senior Partner Development Manager, Okta

• Minimum of 8+ years of experience in a revenue generating, Partner focused role
• Minimum of 5+ years experience owning and developing relationships with Global Systems Integrators in the AMER region with established relationships with companies like KPMG, Kyndryl, CapGemini, NTT, Atos/Eviden and IBM
• Operational efficiency and experience managing multiple projects and partners
• Professional and executive level communication skills - written and verbal
• Ability to multi-task but prioritize by financial impact

Desirable

• Reporting to the Sr Director, Global Systems Integrators AMER, the Partner Development Manager will play a key role in identifying, recruiting, and nurturing the next generation of Okta’s GSI Partners to drive growth in the AMER Region
• This role will strategically elevate a portfolio of partners to prepare and grow them into top Partners by vetting joint product and solution offerings, relationship building, client alignment and partner enablement
• Develop partner business plans: Create client alignment, drive co-selling and engagement with GSIs, 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 - training, certifications, and 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
• Manage pricing & proposals: Collaborate with partner and internal teams to address pricing escalations, quoting, and order tracking
• Ensure operational excellence: Own partner follow-up, CRM documentation, and tracking of progress

• This role requires in-person onboarding and travel to our San Francisco, CA HQ office during the first week of employment