Cloud Alliance Manager

okta· 36 open roles

San Francisco, CA On-siteFull-time4 weeks ago

Salary

$132,000 - $185,500

Experience

Mid

Job Type

Full-time

Posted

4 weeks ago

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About This RoleAI processing…

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.

Key Responsibilities

1
Lead and expand the Okta/AWS relationship in the US Commercial segment to drive growth and market share by focusing on demand generation and co-selling
2
Manage day-to-day relationships with the relevant AWS partner sales teams covering the US Commercial segment
3
Identify, qualify, and manage the implementation of AWS Partner Programs that align with Okta’s business goals within the US Commercial market
4
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
5
Collaborate closely with Okta Regional Alliance Managers to activate and accelerate Channel-related co-selling motions with AWS
6
Educate and enable Okta’s internal teams within the US Commercial segment on AWS offerings, Partner Program benefits, and best practices for engaging with AWS
7
Establish expertise and credibility within the Commercial segment as the go-to person for all things AWS

Requirements

3-5+ years of experience in an alliances or partner sales role with specific focus on the AWS ecosystem
An in-depth knowledge of the AWS sales and partnerships organization, particularly within the US Commercial 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

Perks & Benefits

In addition, 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.