Partner Territory Alliance Manager, Auth0 Strategic & Commercial

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 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. 

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 Territory Alliance Manager, Auth0 Strategic & Commercial opportunity

Reporting to the Director of AMER Auth0 Partners & Alliances, the Partner Territory Alliance Manager will engage in a co-sell fashion with Solution Providers, GSI partners, SI Partners, Cloud Providers, Strategic Tech Alliance Partners, and Okta Sales, throughout the Strategic and Commercial customer segments. In this role, you will be responsible for aligning key sales and marketing resources to execute against sales plays therefore creating a healthy bi-directional bias between Partners and Okta with a focus on Auth0. Our co-sell motion with the Solution Providers, GSI partners, SI partners, inclusive of Cloud Providers and ISV Partners helps create clear competitive differentiation and elevated customer value. 

What you’ll be doing 

• Work with the Auth0 sales teams to define GTM plans for the Auth0 Partners in their portfolio
• Leverage Technology Alliance Partners to drive joint pipeline and closed/won business
• Serve as the Partner advocate inside Okta; evangelize Partners and the opportunities they present by executing programs that help keep Partners top of mind with Auth0 sales leaders and AE’s to ensure key Partners with unique capabilities and offerings are part of any territory sales plan
• Forecast alliance revenue, inclusive of Solution Provider, G/SI, Cloud Provider, and Tech Alliance co-sell motion accurately with strong Salesforce.com skills
• Apply strong data & analytical skills to measure KPIs around pipe-gen, sourced ARR, marketing, deal registration, accreditations and certifications
• Execute the strategy behind the Presales technical alignment and the Services organizations to hit mutual targets
• Represent both the voice of the Alliance Partner to Auth0 Sales and the voice of Auth0 Sales to the Partner as required to resolve issues and attain revenue
• Build strong working relationships with all Strategic and Commercial Auth0 Sales and Professional Services teams to effectively and efficiently engage in co-sell motion
• Drive originated and teamed deals with defined Partners in order to achieve quota
• Build and drive pipeline generation at the Field level with direct Sales and go-to-market Partner organizations
• Build a comprehensive territory plan with Auth0 AEs to hit defined revenue goals. Use the historical data to identify strategies and tactics which will be put into play by Partner and Okta Sales teams 

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

• 5+ years of Partners and Alliances experience, preferably in the SaaS and/or CIAM space, with a strong focus on high-tech alliance sales working with regional, national, and global Partners
• Proven track record and success with Strategic & Commercial customer engagements
• Experience executing a co-sell model with Solution Providers, G/SI partners, Cloud Providers, and Tech Alliance Partners with a deep familiarity with their strategies/business models (preferably security software)
• Experience in working with Solution Providers and G/SI partners in joint GTM motions
• Ability 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 Customer Identity Management ecosystem
• Can formulate a partnership vision, strategy, and execution plan
• Must be able to prioritize and multi-task with special attention to detail and follow-up
• Ability to run quickly with little supervision and adapt to a fast-paced, constantly changing environment
• Comfortable with travel as necessary (up to 50-60%)

Below is the annual On Target Compen