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Okta is seeking an experienced Cloud & ISV Alliances Manager to lead strategic partnerships across Western Europe, Middle East, Africa (WEMEA), Benelux, and the Nordics. Reporting to the AVP of Cloud and ISV Alliances, you will own the end-to-end relationship between Okta, AWS, and key ISV partners including Zscaler and CrowdStrike, driving co-sell motions and joint go-to-market strategies.
Your primary responsibilities include:
• Revenue Growth: Expand Okta's AWS and ISV partnerships across the designated regions, with measurable pipeline and revenue targets.
• Ecosystem Orchestration: Manage day-to-day relationships with AWS partner management and strategic ISVs to build integrated security solutions.
• Program Execution: Identify and implement AWS Partner Programs (AWS ISV Accelerate, Marketplace) aligned with regional business goals.
• Regional Sales Alignment: Partner with Okta's sales leadership to build relationships with AWS and ISV teams, creating territory-specific business plans.
• Cross-Functional Enablement: Educate Okta's regional teams (sales, pre-sales, marketing) on AWS offerings, partner programs, and co-selling best practices.
• Performance Tracking: Monitor cloud and ISV initiative outcomes, ensuring partner engagements translate to pipeline, revenue, and margin growth.
• Market Presence: Travel regularly across WEMEA, Benelux, and Nordics to foster relationships and support high-value opportunities.
You bring deep AWS ecosystem expertise, including knowledge of AWS sales organization, AWS Marketplace (CPPO), AWS Partner Network (APN), and ACE systems. You have proven experience working with major ISVs in cybersecurity and a track record in high-growth SaaS or AWS partner organizations. Fluency in English is required; professional proficiency in French and/or German is highly preferred. You are comfortable working from London or Dublin at least 50% of the time with regular travel.
