Partner Marketing Manager, Okta
Technology Partnerships
$152-209k
Okta offers equity (where applicable) and bonus
Management platform securing resources from cloud to ground
Open for applications
Management platform securing resources from cloud to ground
1001+ employees
Open for applications
$152-209k
Okta offers equity (where applicable) and bonus
1001+ employees
Company mission
To improve the connections between people and tools to make companies more productive and secure.
Role
Who you are
- Strategic Experience & Domain Expertise: 6+ years of experience in B2B tech marketing or alliances, ideally within high-growth SaaS environments. You possess a deep understanding of the Identity, Security, or Cloud Infrastructure landscape and can comfortably navigate technical concepts and translate them into business value
- GTM Orchestration & "Big Picture" Thinking: Proven ability to move beyond one-off tactics to build global "marketing engines." You think in systems and playbooks, with a demonstrated knack for re-imagining how Okta and our partner ecosystem deliver compounding value to customers
- The "Own It" Mentality: A proactive, high-autonomy leader with a bias for action. You exhibit the rare ability to think strategically about full-funnel pipeline development while remaining "hands-on" to troubleshoot tactics and ensure initiatives deliver tangible ROI
- Exceptional Influence & Communication: A natural storyteller and persuasive communicator. You are skilled at distilling complex technical integrations into punchy, benefit-driven messaging and are equally effective at presenting to C-suite stakeholders as you are to technical audiences
- Cross-Functional Leadership Excellence: Mastery of the matrixed environment. You have a proven track record of leading "v-teams" (virtual teams) across PMM, Enablement, and Alliances without direct authority, driving alignment and execution across diverse internal and external stakeholders
- Educational Foundation: Bachelor’s degree in Marketing, Business, or a related field; or equivalent practical experience in the technology sector
What the job involves
- As a Partner Marketing Manager for Technology Partnerships, you will be the demand generation architect behind Okta’s most strategic ISV partnerships
- You are not just a marketer; you are a business leader responsible for defining how Okta and our leading technology partners win together in the market
- Reporting to the Senior Director of Global Partner Marketing, you will operate with a high degree of autonomy, leading the end-to-end GTM strategy for a portfolio of Tier-1 technology partners
- You are responsible for bringing joint innovation to market—including the development and launch of AI integrations with large platform partners—and ensuring these efforts translate into measurable pipeline and revenue impact
- You will bridge product and sales, connecting technical integrations to clear customer value and scalable go-to-market execution
- Strategic GTM & Field Activation
- Own the Strategy: Develop and execute the joint marketing strategy for Okta and with key ISV partners including Zscaler, Crowdstrike, Google and more, to drive new leads, increase consumption, and amplify our message in the market
- GTM Narrative Activation: Partner with Product Marketing to "field-proof" joint messaging. You are responsible for taking high-level technical value propositions and transforming them into actionable, high-conversion marketing assets (e.g., co-branded pitch decks, solution briefs, and sales plays) that resonate with Okta’s global sales force
- Integrated Campaign Architecture: Lead the design and global rollout of complex multi-partner and multi-channel "Always-On" marketing programs to create unified messaging, value propositions, and joint campaign architecture that captures new market opportunities. You own the strategy for how the joint solution is positioned across webinars, digital demand gen, and major third-party events (e.g., RSAC, Zenith Live, Fal.Con)
- AI Integration Launches: Support the GTM strategy and execution for joint AI integrations with large platform partners, from launch planning through field activation. Ensure these innovations are clearly positioned, enabled for sales, and translated into scalable demand generation and pipeline impact
- Market Positioning: Act as the subject matter expert (SME) on the competitive landscape of your partner category, ensuring Okta remains the "integration of choice" for the ecosystem
- Ecosystem Campaign Intelligence: Monitor the performance of joint marketing plays and provide a "feedback loop" to PMM and Product. You identify which narratives are actually driving pipeline in the field and which need to be pivoted based on real-world buyer behavior
- Ecosystem Scale & Influence
- Executive Alignment: Build and maintain high-level relationships with marketing and product leaders at partner organizations to secure premium sponsorship, co-marketing budget, and roadmap alignment
- Influence and Align Cross-Functionally: Embed our ISV partnerships within Okta’s highly cross-functional working teams, collaborating across alliances, product marketing, field marketing, demand gen, content, PR, and social
- Global Playbook Development: Design "Scale" packages—repeatable marketing assets and frameworks—that allow regional marketing teams in EMEA and APJ to execute partner motions with speed and consistency
- Revenue & Performance Management
- Pipeline Accountability: Own the "Partner-Influenced Pipeline" and “Marketing Attached” targets. You will be responsible for the health of the funnel generated through co-marketing activities
- Data-Driven Optimization: Utilize SFDC, Tableau, and Crossbeam to track ecosystem overlap, measure campaign attribution, and provide regular "State of the Union" reports to leadership
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. It aims 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
(Co-Founder & CEO)VP of Development at Salesforce.com and has nearly a decade of experience in various engineering and leadership roles at PeopleSoft.
Frederic Kerrest
(Co-Founder & 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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