About the company
Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence.
This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk.
Responsibilities
- Lead and expand the Okta/AWS relationship in the US Central region to drive growth and market share by focusing on demand generation and co-selling.
- Manage day-to-day relationships with the relevant AWS partner sales teams covering the US Central region.
- Identify, qualify, and manage the implementation of AWS Partner Programs that align with Okta’s business goals within the US Central market.
- Support 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.
- Collaborate closely with Okta Partner Territory Alliance Managers (PTAMs) and Partner Alliance Managers (PAMs) to activate and accelerate Channel-related co-selling motions with AWS.
- Educate and enable Okta’s internal teams within the US Central region on AWS offerings, Partner Program benefits, and best practices for engaging with AWS.
- Establish expertise and credibility within the Central region as the go-to person for all things AWS.
Requirements
- 5-7+ years of experience in an alliances or partner sales role with a specific focus on the AWS ecosystem.
- An in-depth knowledge of the AWS sales and partnerships organization, particularly within the US Central region structure; Deep existing relationships are highly preferred.
- A deep understanding of AWS services, the AWS Partner Network (APN), APN Customer Engagement (ACE) system, and AWS Partner Programs.
- Experience accelerating, maturing, and expanding existing partnerships, preferably with experience within an AWS partner organization or AWS itself.
- Demonstrated operational experience managing partner co-sell and influencing pipeline generation, ideally with specific experience utilizing AWS systems like ACE.
- Strong understanding of and experience working with Cloud Marketplaces, particularly AWS Marketplace.
- Exposure to working effectively with a variety of partner types, including Channel partners (Resellers, Distributors) and Global System Integrators (GSIs), alongside ISVs.
- Data-driven mindset with strong analytical skills and experience measuring KPIs around pipe-gen, marketing activities, deal registration, accreditations, certifications, etc.
- Proven track record of exceeding revenue-based quotas or MBOs related to partner influence.
- Experience working cross-functionally with teams like Partner Marketing and Partner Enablement to develop and implement repeatable, scalable processes and programs.
- Ability to contribute to a collaborative team environment with a “win together” mentality.
Conditions
- The annual base salary range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between $132,000 and $185,500 USD.
- Okta offers equity (where applicable), bonus, 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.