Director, Partner Sales Commercial & Enterprise

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 and 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 Director, Partner Sales Commercial & Enterprise opportunity

Reporting to the Area Vice President of Americas Enterprise & Commercial Partner Sales, the Director of Partners Sales will lead a team focused on co-sell, supporting, and growing our continued growth through our Partners and Alliances ecosystem. This will be a remote role, with focus across the Americas Enterprise and Commercial Sales segments. This will be a people manager role, responsible for a team of Partner Territory Alliance Managers (PTAM) with responsibility to co-sell with our Partners & Alliances ecosystem including Resellers, SI/GSI, CSP, and Tech Partners. 

The objective is to build and strengthen Okta’s partner-leverage across the Enterprise and Commercial segments in the Americas. Ultimately, helping establish predictability and repeatability in partner engagement and delivered outcomes. 

The candidate should have a demonstrated ability to think strategically, build, deliver and execute business plans, convey compelling value propositions, work cross-functionally to build consensus, and successfully coach others. Leadership skills and relationship building will be critical, in both external and internal capacities.

We are looking for candidates who thrive in the opportunity to build strategy and teams, are resilient, and bring a collaborative approach each day to support cross-functional success. This person will have an opportunity to make a huge impact on the team they develop and lead, contributing to the success of our partners, customers, and Okta. 

What you’ll be doing 

• Lead strategy and execution for the Enterprise and Commercial PTAM team, while promoting and maintaining a high performance team culture
• Coach, mentor, and support the team to achieve business objectives and personal development goals
• Prioritize, engage, and connect with Focus Partners to establish and execute joint GTM strategies 
• Build strong working relationships and communicate effectively with internal and external stakeholders
• Serve as an escalation point around co-sell engagement with Okta Sales teams and Partners & Alliances ecosystem 
• Identify opportunities for continued progress and introduce new and/or revised strategies
• Manage and report on key performance metrics; revenue, net-new customer acquisition, joint-value plans, partner origination

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

• Minimum of 10+ years in a Partner focused, revenue generating role with a proven track record of closing large deals in the $500k-$1M range 
• Minimum 5+ years of experience as a people manager, specifically over a team responsible for co-sell
• Experience in co-sell across multiple Partner types with strong, existing relationships with AWS, CDW, SHI. and/or Dell in AMER 
• Strong ability to multitask, managing multiple priorities and stakeholders
• Strong communication skills
• Strategic thinker with a growth mindset
• Track record of having and achieving quotas
• Ability to run quickly with little supervision and adapt to a fast-paced, constantly changing environment
• A business leader who is able to drive influence and build strong relationships with decision makers across all levels of partner and prospect organizations
• Up to date on the trends and market leading companies in the broader Cloud Computing and Identity Management ecosystem
• Comfortable with travel as necessary

Additional experience that we value 

• Familiarity with CSP Co-Sell motions
• Success in building and implementing co-sell roles
• Experience in Identity
• Sales Management Experience

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