Cloud & ISV Alliances Manager – APJ (excluding ANZ)

About This RoleAI processing…

Key Responsibilities

• 1
  Drive Revenue Growth: Lead and expand the Okta/AWS and ISV relationships across APJ with a primary focus on Singapore;
• 2
  Ecosystem Orchestration: Manage day-to-day relationships with the AWS partner management team as well as strategic ISV partners like Zscaler and CrowdStrike to build powerful, multi-vendor security solutions in the market;
• 3
  Program Execution: Identify, qualify, and implement AWS Partner Programs (e.g., AWS ISV Accelerate, Marketplace motions) that align with Okta’s regional business goals;
• 4
  Regional Sales Alignment: Support Okta Sales leadership to build tight-knit relationships with relevant AWS and ISV sales/marketing teams. Create territory-specific business plans and oversee their execution;
• 5
  Cross-Functional Enablement: Educate and enable Okta’s internal regional teams (sales, pre-sales, and marketing) on AWS offerings, partner program benefits, ISV integrations, and co-selling best practices;
• 6
  Data & Performance Tracking: Track the performance and outcomes of cloud and ISV initiatives, ensuring partner engagements translate into measurable pipeline, revenue, and margin growth; and
• 7
  Market Presence: Travel regularly into market across APJ with emphasis on ASEAN, Japan, Korea. And to foster relationships and support high-value opportunities.

Requirements

• Ecosystem Expertise: 5-8 years experience within the AWS ecosystem, including in-depth knowledge of the AWS sales organization, AWS Marketplace (including CPPO), the AWS Partner Network (APN), and the APN Customer Engagement (ACE) system;
• ISV Experience: Proven track record working with or alongside major ISV players, ideally within the cybersecurity landscape (e.g., Zscaler, CrowdStrike);
• Regional & Language Skills: Strong cross-geography experience across APJ. Fluency in English is required; professional proficiency in another regional language is preferred;
• Location & Workspace: Ability to work from one of our key regional hubs (Singapore) at least 50% of the time, with the flexibility to travel into the market as required; and
• Proven Impact: Background within an AWS partner organization or a high-growth SaaS company, with a track record of developing networks, navigating complex partner programs, and driving co-sell revenue.

Perks & BenefitsTypical for this role