Partner First Activation Manager

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 Partners & Alliances team

Okta Partners & Alliances is responsible for indirect go-to-market strategy, execution, and bookings globally. With more than 1000 partners around the world today, Okta’s partner program is designed to accelerate our impact with customers. 

The Partner First Activation Manager opportunity

The Partner First Activation Manager (PFAM) will be responsible for identifying, cultivating, and securing new partner sales opportunities that align with our strategic initiatives. This role is essential in building a robust partner pipeline, driving engagement, and establishing long-term, mutually beneficial relationships within our partner network.

What you’ll be doing 

• Pipeline Development: Identify, research, and prioritize potential partner organizations that align with our strategic initiatives and market opportunities.
• Lead Generation: Develop and execute targeted outreach strategies to engage focus partners through various channels (e.g., email, phone, social media, networking events).
• Qualification: Assess and qualify leads based on potential fit and alignment with our partnership criteria, ensuring high-quality pipeline development.
• Relationship Management: Build and maintain strong, productive relationships with key decision-makers and influencers at prospective partner organizations.
• Strategic Alignment: Work closely with both sales leaders and the partner management teams to ensure alignment between partner opportunities and overall business outcomes.
• Reporting & Analysis: Track and report on partner origination activities, lead progress, and key performance indicators to ensure transparency and alignment with business objectives.

What you’ll bring to the role

• Minimum of 2-4 years of experience in a partner/partner ecosystem sales or sales development role.
• Strong understanding of the partner ecosystem and experience in identifying and engaging with potential partners.
• Excellent communication and interpersonal skills, with the ability to build relationships and influence decision-makers.
• Demonstrated ability to manage multiple leads and projects simultaneously while maintaining a high level of organization.
• Self-motivated, goal-oriented, and resilient with a proactive approach to problem-solving.
• Experience with CRM software and sales engagement tools (e.g., Salesforce, HubSpot) is preferred.
• Bachelor’s degree in Business, Marketing, or a related field is preferred but not required.

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 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. To learn more about our Total Rewards program please visit: https://rewards.okta.com/us. 

The annual OTE range for this position for candidates located in California, Colorado, New York, and Washington is between:$132,000—$198,000 USD

What you can look forward to as an Full-Time Okta employee!

• Amazing Benefits
• Making Social Impact<