Sr. Director of Partner Programs, Strategy & Operations

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Okta is The World’s Identity Company. We free everyone to safely use any technology, anywhere, on any device or app. Our flexible and neutral products, Okta Platform and Auth0 Platform, provide secure access, authentication, and automation, placing identity at the core 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. 

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Okta is hiring for a Senior Director of Partner Programs, Strategy, and Operations. This is a critical, high-impact role responsible for building the long-term vision and operational engine that will scale our global partner ecosystem.

You will be the strategic thought partner to the Partner Sales leadership team, translating our partner growth ambitions into a clear, actionable strategy and ensuring we have the systems, processes, and incentives in place to execute it flawlessly. This role requires a unique blend of strategic foresight and hands-on operational expertise.

Key Responsibilities

1. Strategy & Planning

• Develop the Global Partner Strategy: Lead the development of our short- and long-term partner sales strategy, defining our ideal partner types and market coverage models to drive pipeline and revenue.
• Annual & Quarterly Planning: Own the end-to-end planning process for the Partner GTM organization, including territory and quota design, headcount planning, and market segmentation.
• Performance Analysis: Provide data-driven insights to partner leadership, identifying trends, risks, and opportunities in partner performance to inform strategic decisions.

1. Operations & Systems

• Operational Execution: Oversee the operational cadence of the partner business, including forecasting, pipeline reviews, and QBRs (Quarterly Business Reviews) with an emphasis on data integrity and consistency.
• Systems & Automation: Partner with our systems teams to design, implement, and optimize the tools and platforms that support our partners and the partner sales team. This includes our CRM, partner portal, and other key applications.
• Process Improvement: Identify and eliminate operational bottlenecks, streamlining workflows to improve efficiency and reduce friction for both our internal teams and external partners.

1. Program & Incentives

• Partner Program Design: Own the design and evolution of our global partner program, ensuring it is competitive, scalable, and aligned with our company's strategic goals.
• Incentive Management: Strategically design and manage partner incentive programs and compensation plans to drive the right behaviors and maximize partner contributions.

1. Partner Experience

• End-to-End Partner Lifecycle Ownership: Own the full partner journey, from onboarding and enablement to certification and off-boarding, actively optimizing every touchpoint to reduce friction and accelerate time-to-value for our external partners. This will require heavy cross-functional collaboration with various field teams to ensure a smooth experience across each touchpoint. 
• Voice-of-the-Partner (VoP) & Satisfaction: Establish a rigorous feedback mechanism to capture the Voice-of-the-Partner and use those qualitative and quantitative insights to directly drive improvements in our program and systems roadmap.

Qualifications

• 10+ years of experience in Sales, Partner, or Go-to-Market Operations within a SaaS company.
• Proven track record of building and executing partner strategies that have led to significant revenue growth.
• Deep expertise in sales systems and technology (e.g., Salesforce, CPQ, Partner Relationship Management, Impartner preferred).
• Exceptional communication and influencing skills, with the ability to partner effectively with senior leadership and cross-functional teams.
• Strong analytical and problem-solving abilities, with a passion for using data to inform decisions.
• A strategic mindset with the ability to balance long-term vision and near-term operational execution.
• Leadership experience in managing teams, with a focus on fostering development and driving results and experience in second-line leadership roles. 
• Willingness to work in our San Francisco office at least three days per week and travel to other locations as needed.

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