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Okta is seeking an experienced Cloud & ISV Alliances Manager to lead strategic partnerships across the Asia-Pacific region (excluding Australia and New Zealand). Reporting to the AVP of Cloud and ISV Alliances, you will be the primary focal point for all AWS and strategic ISV partner engagements, driving co-sell motions and revenue growth across the region with a primary focus on Singapore and ASEAN markets.
You will own and expand Okta's relationships with AWS and key ISV partners including Zscaler and CrowdStrike, orchestrating day-to-day collaboration between Okta's internal teams (sales, pre-sales, marketing, technical) and external partner organizations. Your responsibilities include identifying and implementing AWS Partner Programs such as AWS ISV Accelerate and Marketplace initiatives, creating territory-specific business plans, and ensuring alignment with regional sales leadership.
Key responsibilities include: driving revenue growth through expanded cloud and ISV partnerships; managing relationships with AWS partner management teams and strategic ISVs; identifying and qualifying AWS partner programs that align with business goals; supporting sales leadership in building relationships with AWS and ISV teams; enabling Okta's regional teams on AWS offerings, partner benefits, and co-selling best practices; tracking performance metrics to ensure partner engagements translate into measurable pipeline and revenue growth; and traveling regularly across APJ (ASEAN, Japan, Korea) to foster relationships and support high-value opportunities.
You should bring deep expertise within the AWS ecosystem, including knowledge of AWS sales organization, AWS Marketplace (CPPO), AWS Partner Network (APN), and APN Customer Engagement (ACE) systems. Proven experience working with major ISV players, particularly in cybersecurity, is essential. Strong cross-geography experience across APJ with fluency in English is required; professional proficiency in another regional language is preferred. You should have a background within an AWS partner organization or high-growth SaaS company with a track record of developing networks, navigating complex partner programs, and driving co-sell revenue. The role requires working from Singapore at least 50% of the time with flexibility to travel as needed.
