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Director, Partner Sales Commercial & Enterprise

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Get to know Okta

Okta is The World’s Identity Company. We free everyone to safely use any technology—anywhere, on any device or app. Our Workforce and Customer Identity Clouds enable secure yet flexible access, authentication, and automation that transforms how people move through the digital world, putting Identity at the heart of business security and growth.

At Okta, we celebrate a variety of perspectives and experiences. We are not looking for someone who checks every single box - we’re looking for lifelong learners and people who can make us better with their unique experiences.

Join our team! We’re building a world where Identity belongs to you.

The Partners and Alliances team

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.

The Director, Partner Sales Commercial & Enterprise opportunity

Reporting to the Area Vice President of Americas Enterprise & Commercial Partner Sales, the Director of Partners Sales will lead a team focused on co-sell, supporting, and growing our continued growth through our Partners and Alliances ecosystem. This will be a remote role, with focus across the Americas Enterprise and Commercial Sales segments. This will be a people manager role, responsible for a team of Partner Territory Alliance Managers (PTAM) with responsibility to co-sell with our Partners & Alliances ecosystem including Resellers, SI/GSI, CSP, and Tech Partners.

The objective is to build and strengthen Okta’s partner-leverage across the Enterprise and Commercial segments in the Americas. Ultimately, helping establish predictability and repeatability in partner engagement and delivered outcomes.

The candidate should have a demonstrated ability to think strategically, build, deliver and execute business plans, convey compelling value propositions, work cross-functionally to build consensus, and successfully coach others. Leadership skills and relationship building will be critical, in both external and internal capacities.

We are looking for candidates who thrive in the opportunity to build strategy and teams, are resilient, and bring a collaborative approach each day to support cross-functional success. This person will have an opportunity to make a huge impact on the team they develop and lead, contributing to the success of our partners, customers, and Okta.

What you’ll be doing

Lead strategy and execution for the Enterprise and Commercial PTAM team, while promoting and maintaining a high performance team culture
Coach, mentor, and support the team to achieve business objectives and personal development goals
Prioritize, engage, and connect with Focus Partners to establish and execute joint GTM strategies
Build strong working relationships and communicate effectively with internal and external stakeholders
Serve as an escalation point around co-sell engagement with Okta Sales teams and Partners & Alliances ecosystem
Identify opportunities for continued progress and introduce new and/or revised strategies
Manage and report on key performance metrics; revenue, net-new customer acquisition, joint-value plans, partner origination

What you’ll bring to the role & what we’re looking for

Minimum of 10+ years in a Partner focused, revenue generating role with a proven track record of closing large deals in the $500k-$1M range
Minimum 5+ years of experience as a people manager, specifically over a team responsible for co-sell
Experience in co-sell across multiple Partner types with strong, existing relationships with AWS, CDW, SHI. and/or Dell in AMER
Strong ability to multitask, managing multiple priorities and stakeholders
Strong communication skills
Strategic thinker with a growth mindset
Track record of having and achieving quotas
Ability to run quickly with little supervision and adapt to a fast-paced, constantly changing environment
A business leader who is able 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 Identity Management ecosystem
Comfortable with travel as necessary

Additional experience that we value

Familiarity with CSP Co-Sell motions
Success in building and implementing co-sell roles
Experience in Identity
Sales Management Experience

Okta’s Top 5 Core Leadership Competencies are part of the deeply ingrained principles that guide all of our company’s actions. They also align strongly to our cultural cornerstones, our Okta values: love our customers, empower our people, never stop innovating, act with integrity, and maintain transparency. It’s our expectation that our managers and leaders embody these core competencies:

Builds Effective Teams: Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.
Demonstrates Self-Awareness (EQ): Using a combination of feedback and reflection to gain productive insight into personal strengths and weaknesses.
Develops Talent: Developing people to meet both their career goals and the organization’s goals.
Drives Results: Consistently achieving results, even under tough circumstances.
Strategic Mindset: Seeing ahead to future possibilities and translating them into breakthrough strategies.

Below is the annual On Target Compensation (OTE) range for candidates located in California, Colorado, New York and Washington. Your actual OTE, which is inclusive of base salary and incentive compensation, will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable) and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave) in accordance with our applicable plans and policies. To learn more about our Total Rewards program please visit: https://rewards.okta.com/us.

The annual OTE range for this position for candidates located in California, Colorado, New York, and Washington is between:

$272,000—$408,000 USD

What you can look forward to as a Full-Time Okta employee!

Amazing Benefits
Making Social Impact
Developing Talent and Fostering Connection + Community at Okta

Okta cultivates a dynamic work environment, providing the best tools, technology and benefits to empower our employees to work productively in a setting that best and uniquely suits their needs. Each organization is unique in the degree of flexibility and mobility in which they work so that all employees are enabled to be their most creative and successful versions of themselves, regardless of where they live. Find your place at Okta today! https://www.okta.com/company/careers/.

Some roles may require travel to one of our office locations for in-person onboarding.

Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws.

If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding please use this Form to request an accommodation.

Okta is committed to complying with applicable data privacy and security laws and regulations. For more information, please see our Privacy Policy at https://www.okta.com/privacy-policy/.

Okta Glassdoor Company Review

3.6

Okta DE&I Review

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CEO of Okta

Todd McKinnon

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Average salary estimate

$340000 / YEARLY (est.)

min

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$272000K

$408000K

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What You Should Know About Director, Partner Sales Commercial & Enterprise, Okta

Join the dynamic team at Okta as the Director of Partner Sales Commercial & Enterprise, where you’ll have the exciting opportunity to shape how we grow through our Partners and Alliances ecosystem. Located in Chicago, Illinois, this remote role is all about collaboration and strategic thinking. You’ll lead a fantastic team of Partner Territory Alliance Managers, helping them co-sell with diverse partners, including Resellers, SIs, GSIs, and Tech Partners. Your leadership will play a vital role in establishing predictable and repeatable partner engagement, enhancing Okta’s momentum across the Americas. In this position, you’ll engage with key partners, coach your team towards achieving business objectives, and build strong internal and external relationships. You must possess a strategic mindset, the ability to multitask, and a record of successful revenue generation in the Partner space. We’re not looking for someone to just fill a role; we’re seeking a lifelong learner who thrives on building strategies that foster team development and drive results. If you’re ready to make a significant impact at Okta and contribute to the success of our partners and customers, apply today! This is an incredible opportunity to lead and innovate within the ever-evolving cloud computing and identity management landscape.

Frequently Asked Questions (FAQs) for Director, Partner Sales Commercial & Enterprise Role at Okta

What are the responsibilities of the Director, Partner Sales Commercial & Enterprise at Okta?

The Director, Partner Sales Commercial & Enterprise at Okta leads the Partner Territory Alliance Managers while implementing strategies to promote co-selling with various partners. Key responsibilities include coaching the team to achieve business objectives, prioritizing engagement with focus partners, managing co-sell engagements with internal stakeholders, and reporting on key performance metrics.