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Okta is seeking an experienced Cloud Alliance Manager to own and lead the strategic partnership between Okta and AWS across the US Central region. Reporting to the AMER Alliance Director, you will serve as the primary focal point for all AWS-related engagements, driving collaboration between Okta's internal teams, AWS partners, and customers.
Key responsibilities include:
- Lead and expand the Okta/AWS relationship in the US Central region, focusing on demand generation and co-selling opportunities
- Manage day-to-day relationships with AWS partner sales teams covering the Central region
- Identify and qualify AWS Partner Programs that align with Okta's business objectives
- Support Okta sales leadership in building relationships with AWS Sales and marketing teams, developing joint business plans and overseeing execution
- Collaborate with Okta's Partner Territory Alliance Managers and Partner Alliance Managers to activate co-selling motions
- Educate and enable Okta's internal teams on AWS offerings, Partner Program benefits, and engagement best practices
- Establish yourself as the go-to expert for AWS matters within the Central region
You bring 5-7+ years of experience in alliances or partner sales with deep AWS ecosystem expertise. You have in-depth knowledge of AWS sales and partnerships organization, particularly within the US Central region, with existing relationships highly preferred. You understand AWS services, the AWS Partner Network (APN), APN Customer Engagement (ACE) system, and AWS Partner Programs.
You have demonstrated experience accelerating and expanding partnerships, ideally from within an AWS partner organization or AWS itself. You're operationally experienced in managing partner co-sell activities and influencing pipeline generation using AWS systems like ACE. You understand Cloud Marketplaces, particularly AWS Marketplace, and have worked effectively with various partner types including resellers, distributors, and Global System Integrators.
You are data-driven with strong analytical skills, experienced in measuring KPIs around pipeline generation, marketing activities, deal registration, and certifications. You have a proven track record of exceeding revenue-based quotas or MBOs related to partner influence. You work cross-functionally with Partner Marketing and Partner Enablement teams to develop scalable processes and programs, and you thrive in collaborative team environments with a "win together" mentality.
