Regional Alliances Manager - Germany

Okta, Inc.

Job Overview

Location

Germany

Job Type

Full-time

Full Job Description

📋 Description

• As the Regional Alliances Manager for Germany, you will be instrumental in expanding Okta's channel ecosystem by forging and nurturing strategic partnerships with System Integrators (SIs) across the DACH region.
• Your primary objective will be to drive revenue growth through these alliances, focusing on identifying, onboarding, and activating new SI partners who can effectively extend Okta's reach and capabilities in the market.
• You will be responsible for building and growing dedicated Okta practices within these partner organizations, ensuring they possess the expertise and resources to successfully implement and deliver Okta solutions.
• This involves developing tailored joint value propositions that clearly articulate the mutual benefits of the partnership and resonate with the target market, strengthening Okta's overall market presence.
• You will craft and execute detailed go-to-market (GTM) plans in collaboration with your SI partners, designed to create new revenue opportunities and enhance the value proposition offered to customers.
• A key aspect of your role will be to foster a strong, collaborative relationship with Okta's internal teams, including executives, business development, marketing, and field sales, to ensure a seamless and effective partner-first approach.
• You will act as a strategic advisor to partners, guiding them on how to best leverage Okta's platform and solutions to meet their clients' evolving identity and access management needs.
• This role requires a proactive and results-oriented individual who can identify market opportunities, translate them into actionable partner strategies, and drive measurable outcomes.
• You will be expected to stay abreast of the latest trends in the cybersecurity and cloud computing landscape, particularly within the Identity and Access Management (IAM) space, to ensure Okta's partner strategies remain relevant and competitive.
• The position demands a deep understanding of the SaaS business model and the strategies employed by cloud software vendors to effectively engage and enable their partner networks.
• You will be responsible for managing a pipeline of partner-sourced opportunities, tracking progress, and ensuring that partner-driven revenue targets are met and exceeded.
• Building and maintaining strong relationships with key decision-makers at all levels within partner organizations, as well as within prospect organizations, will be crucial for success.
• This role offers a unique opportunity to shape the future of Okta's channel strategy in a key European region, contributing directly to the company's growth and market leadership in identity solutions.
• You will be a key player in enabling partners to become trusted advisors for their clients, helping them navigate the complexities of modern security and digital transformation.
• The position requires a blend of strategic thinking, business development acumen, and strong interpersonal skills to effectively manage a diverse portfolio of strategic alliances.
• You will contribute to the overall success of Okta by ensuring our partners are well-equipped to deliver exceptional value and drive customer adoption of Okta's innovative identity platform.
• Success in this role means not only achieving revenue targets but also building sustainable, high-performing partner relationships that contribute to Okta's long-term market success and customer satisfaction.
• You will be expected to represent Okta at industry events and partner conferences, further strengthening our brand presence and expanding our network.
• The ability to influence and drive consensus among various stakeholders, both internal and external, will be a critical competency.
• Ultimately, you will be the driving force behind expanding Okta's influence and market share through strategic alliances in Germany and the broader DACH region.

🎯 Requirements

• Proven experience in business development, channel management, or alliances within the SaaS industry, with a demonstrated ability to implement successful channel/field alliance strategies that drive sales.
• A strong track record of exceeding channel sales revenue targets, with a specific focus on generating partner-sourced revenue.
• Demonstrated ability to build and grow practices for technology partners, particularly within the cybersecurity or cloud computing ecosystem.
• Excellent relationship-building and influencing skills, with the capacity to engage effectively with decision-makers at all levels of partner and prospect organizations.
• Current knowledge of market trends and leading companies in the Cloud Computing and Identity Access Management (IAM) ecosystem.
• Experience working with Cloud Software Vendors, understanding their strategies and business models.

🏖️ Benefits

• Competitive On-Target Compensation (OTE) range of €164,000 - €225,000 EUR.
• Comprehensive financial benefits, including equity (where applicable).
• Generous paid time off and parental leave policies.
• Access to Okta's Total Rewards program, offering a wide array of benefits and perks.
• Opportunities for professional development and career growth within a leading identity company.

Skills & Technologies

Remote

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Okta, Inc.

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About Okta, Inc.

Okta provides cloud-based identity and access management software that enables organizations to securely connect employees, partners, and customers to the right technologies. Its platform offers single sign-on, multi-factor authentication, lifecycle management, API access control, and analytics to manage user identities across applications, devices, and networks. The company serves enterprises, government agencies, and small to medium-sized businesses, helping them improve security, compliance, and user experience while reducing IT complexity and support costs.

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