Regional Alliance Managers

at Okta

Tokyo, Japan

Secure Every Identity, from AI to Human

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.

OKTA is committed to a “Partner First” approach. This means that all of our business is conducted with and through our partners.

Okta is currently seeking a Regional Alliance Manager with extensive experience in sales, strategy, and relationship management. The role aims to expand business through SI partners—such as consulting firms—with whom we collaborate globally, as well as through joint initiatives with these partners. This position requires strategic and analytical thinking regarding business, product, and technical challenges. Additionally, the candidate must be able to develop compelling value propositions, collaborate across the organization to generate demand, and drive revenue.

This role reports directly to the Director of Channel and Strategic Alliances

Key Responsibilities

Since activities are based on Okta’s global operations, collaboration with alliance teams working with target partners in each country is essential.
Develop annual business plans together with partners. The business plan includes investment, capacity building, marketing and demand generation, and sales strategy.
You will collaborate with the pre-sales, enablement, and success teams to build sales, pre-sales, and post-sales capabilities within partner organizations.
You will generate pipeline and deal registration through MDF and sales strategies.
You will plan and execute pipeline generation strategies, including channel marketing activities with key partners and distributors.

Help partners develop a POV (Point of View) on how to grow OKTA revenue. Build trust with partners and enable them to co-sell OKTA to their customer base.

Work closely with the sales team to define customized value propositions that create new revenue opportunities while strengthening the value proposition to the market, and develop detailed go-to-market plans.

Help partners ensure the success of our mutual customers through best-in-class Okta implementations, robust customer support, and adoption acceleration programs.

Serve as the partner advocate within Okta, actively championing partners and the opportunities they bring by infusing Okta’s field sales team with the partner DNA.

Convey partners’ feedback to Okta and Okta’s feedback to partners as needed to resolve issues and drive revenue growth

Regularly manage and report on the sales pipeline

Qualifications for this role

Over 10 years of partner management experience at a cybersecurity or SaaS company, with a proven track record of successful channel and field alliance strategies for revenue growth
Fluent Japanese and working-level English
Extensive experience driving demand generation and partner capability building
Track record of exceeding sales targets
Ability to deliver excellent results in a matrix organizational environment. This role will operate within the Japan sales team and the APJ partner team
Business leader capable of influencing decision-makers at all levels within partner and prospect organizations and building strong relationships

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The Okta Experience

We are intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate. Your journey begins with an immersive, in-person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one.

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.

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