Partner Development Manager
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 & 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. As part of Okta’s Revenue Organization, we manage the largest and most complex relationships from Cloud Marketplaces, Resellers, Distributors and Systems Integrators with a laser focus on driving sales and deployments of Okta’s software.
The Partner Development Manager opportunity
Reporting to the Senior Manager, Partner Development, the Partner Development Manager will play a critical role in identifying, recruiting, and nurturing the next generation of Okta’s SI Partners to drive growth in the AMER Region. This role will strategically elevate a portfolio of assigned Partners to prepare and grow them into top Partners by vetting joint product and solution offerings, relationship building, client alignment and partner enablement.
What you’ll be doing
- Develop Partner business plans: Create client alignment, drive co-selling and engagement with development SIs, 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 - sales trainings, delivery certifications, and sales and presales 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 in AMER
- Manage pricing & proposals: Collaborate with partner and internal teams to address pricing escalations, quoting, and order tracking
- Represent both the voice of Partners to Okta and the voice of Okta to our Partners by executing critical programs that ensure key partners offerings and value is well understood
- Ensure operational excellence: Own partner follow-up, CRM documentation, and tracking of progress
What you’ll bring to the role & what we’re looking for
- Minimum of 5+ years of experience in a revenue generating, Partner focused role
- Minimum of 3+ years experience owning and developing relationships with Systems Integrators in the AMER region including established relationships with Slalom, IDMWorks, RSM, Cyderes and Unisys
- Proven ability to oversee numerous projects and collaborate with partners, sales and customer stakeholders to deliver successful results
- Ability to clearly and concisely communicate complex ideas to both technical and non-technical stakeholders
- Skilled in managing multiple tasks while focusing on priorities based on their financial significance
Additional experience that we value
- Experience in cybersecurity and/or identity
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.
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/.
Average salary estimate
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If you're an energetic and passionate professional looking to make your mark as a Partner Development Manager at Okta, you're in for an exciting journey! At Okta, recognized as The World’s Identity Company, our purpose is to empower everyone to leverage technology securely and seamlessly, regardless of the device or application. With our rapidly expanding Partners & Alliances team, you’ll have the incredible opportunity to drive sales and foster relationships within the vibrant AMER region. In this role, you won’t just be facilitating partnerships; you will be orchestrating growth! You will actively engage with Systems Integrators, curate compelling joint product offerings, and craft robust business plans that align with Okta’s mission. Collaboration is key here, as you’ll be working hand-in-hand with our enablement teams to implement comprehensive activation plans, ensuring partners are well-equipped to succeed. The excitement doesn’t stop there! You’ll also co-lead marketing strategies to boost pipeline growth, manage proposals, and represent the voice of both Okta and our valued partners. We seek someone with a solid background in developing fruitful relationships in this dynamic space, ideally with at least 5 years of experience in partner-focused roles. Bring your experience, your enthusiasm, and your unique perspective to our team, and help us build a world where Identity belongs to you!
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Okta is a leading identity and access management company headquartered in San Francisco, California that is committed to allowing people to access applications on any device at any time, while still enforcing strong security policies.
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