Sr. Strategic Alliance Manager- GSI Public Sector

Get to know Okta

Okta is The World’s Identity Company. We free everyone to safely use any technology—anywhere, on any device or app. Our Workforce and Customer Identity Clouds enable secure yet flexible access, authentication, and automation that transforms how people move through the digital world, putting Identity at the heart 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. 

Join our team! We’re building a world where Identity belongs to you.

 

The Okta Partners & Global Alliance team

The Global Alliance Team is part of Okta’s Revenue Organization. We manage the largest and most complex relationships from Cloud Marketplaces, Resellers, Distributors and Systems Integrators with a laser focus on driving sales and deployments of Okta’s software. 

The Sr. Global Alliance Manager,  Public Sector opportunity 

As the Sr. Global Alliance Manager, Public Sector, you will play a critical role in building and expanding our relationships within the public sector divisions of Global System Integrators (GSIs) with the sole remit to expand Okta’s Public Sector business. While this role will be an individual contributor, it is a strategic position that requires a blend of leadership, GTM strategy, technical acumen and the highest standards of integrity in all dealings.

*This role requires in-person onboarding and travel to our San Francisco, CA HQ office during the first week of employment.

What you’ll be doing

• Develop and implement partnership strategies with the Public Sector divisions of Deloitte and Accenture and a select number of Federal SIs (ie: Leidos, CGI) 
• Collaborate with Regional Sales Leaders and Alliance Managers, across several Public Sector territories (SLG, Higher Education, Federal) to drive strategic initiatives and foster collaborative relationships
• Co-own the annual partnership planning process, including joint investments, marketing and enablement plans that directly drive Public Sector software licenses and service offerings. To execute these plans, you will also be responsible for the development of the sales strategy and execution across Public Sector focused teams at GSI’s and FSI’s  
• Establish a regular rhythm of business and executive interlocks to ensure alignment and mutual success with Okta leadership & Partner Leadership including but not limited to Quarterly Business Reviews
• Track pipeline and independently measure success with assigned GSI accounts, exploit areas of opportunity, and identify areas of improvement
• Partner with direct Okta agency AE on overall account strategy and execution
• Meet or exceed monthly, quarterly, and yearly revenue targets as well as track leading and critical KPIs that accelerate Okta adoption
• Travel to meet with partners as well as to attend Public Sector conferences to facilitate introductions, meetings and help drive pipeline

What you’ll bring to the role & what we’re looking for

• 10+ years of recent and relevant experience in building alliances within an ISV/SaaS company, with a primary focus on the Public Sector in the US (preference to candidates with cybersecurity background)
• Experience and existing relationships with senior executives within the Public Sector divisions of large GSIs (Global Systems Integrators) and FSIs (Federal Systems Integrators) 
• Excellent leadership and presentation skills and an ability to manage by influence 
• Ownership mindset with the ability to drive strategy one day and get in the weeds of a deal the next day; Direct ownership of a revenue target is required
• Proven operational rigor with annual planning, forecasting, co-selling and a bias towards action 
• Experience and exposure to Federal contracting vehicles, such as (ESI, SEWP) across DoD and Civilian sectors 

Additional experience that we value 

• Cursory technical knowledge relevant to identity and access management technologies
• Experience selling B2B SaaS software solutions on a direct basis to State and/or Federal Agencies

#LI- Remote

Below is the annual On Target Compensation (OTE) range for candidates located in California, Colorado, New York and Washington. Your actual OTE, which is inclusive of base salary and incentive compensation, will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable) and benefits, including hea