Senior Director, Cloud Alliances

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 1200 partners around the world today, Okta’s partner program is designed to accelerate our impact with customers. 

The Senior Director, Cloud Alliances opportunity

Reporting to the VP of Global Strategic Alliances, the Senior Director, Cloud Alliances will be responsible for leading and developing the relationships, strategy and go-to-market execution of Okta’s co-sell motions with Cloud Providers. This leader is accountable for driving and exceeding performance goals. They will manage in a global to local model, where focus will be on the global program, while running the business activity and identifying strategy, opportunities, outcomes and modifying results based on local economic needs, dependencies and market dynamics. A hallmark of success will be the leader’s ability to work with Direct and Indirect theater leadership, cross-functional organizations and alignment of our Partners leadership and executive teams.   *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

• Lead and continue building a world-class team
• Build & nurture meaningful relationships with alliance partners and customers 
• Manage CSP key growth levers to maintain cadence and expectations of investment outcomes, initiatives (growth and transformation) and performance
• Drive and shape Okta’s operational effectiveness through Cloud Marketplaces to scale the buying of Okta’s products & services globally
• Multiply Okta’s success with CSPs through CSP Program management, marketing efforts and negotiate favorable terms that maximize growth for Okta
• Develop a global strategic approach - who, why, what and how with each of our existing relationships
• Lead with purpose and collaboration ensuring that the CSP team continues to meet and exceed goals

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

• Minimum of 15 yrs experience in GTM organizations (primarily in Alliances) and demonstrated success leading a strategic partners team with large, global cloud providers (AWS, GCP, Azure, Oracle)
• Deep existing relationships with the partner organizations within global cloud providers like AWS and GCP
• Minimum of 5+ years of experience and demonstrated success leading a strategic partners team with a passion for mentorship and coaching
• Experience accelerating, maturing, and expanding existing partnerships and building and operating in global markets
• Demonstrated operational experience managing partner co-sell and influence pipelines
• A conscious leadership style focused on a win together mentality

Okta’s Top 5 Core Leadership Competencies are part of the deeply ingrained principles that guide all of our company’s actions. They also align strongly to our cultural cornerstones, our Okta values: love our customers, empower our people, never stop innovating, act with integrity, and maintain transparency. It’s our expectation that our managers and leaders embody these core competencies:

• Builds Effective Teams: Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.          
• Demonstrates Self-Awareness (EQ): Using a combination of feedback and reflection to gain productive insight into personal strengths and weaknesses.
• Develops Talent: Developing people to meet both their career goals and the organization’s goals.
• Drives Results: Consistently achieving results, even under tough circumstances.
• Strategic Mindset: Seeing ahead to future possibilities and translating them into breakthrough strategies.

Below is the annual On Target Compensation (OTE) range for candidates located in California. Your actual OTE, which is inclusive of base salary and incentive compensation, will depend on factors such as your