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Salary: EUR 196,000 - 264,000 / annual
Okta is seeking an exceptional Channel Sales Leader to own and develop sales bookings through its Distribution-driven channel ecosystem across EMEA's partner-led markets: Eastern Europe, Africa (excluding South Africa), and the Middle East (excluding UAE and KSA).
As Okta continues scaling through a Partner First strategy, you will lead Partner Sales Managers and Regional Alliance Managers to build and develop the channel ecosystem while managing all stages of the sales cycle—from pipeline development through closed bookings. This is a unique opportunity to spearhead the expansion of Okta's go-to-market through channel partnerships.
Key Responsibilities:
- Lead and manage PSM and RAM teams with accountability for regional growth strategy, planning, and bookings targets
- Develop and execute go-to-market tactics to scale revenues in complex, fast-growing markets
- Build a productive, sustainable sales pipeline and forecast monthly, quarterly, and annual targets
- Drive deal velocity, develop win strategies with the team, and maximize pipeline coverage
- Partner with cross-functional teams (Sales Engineering, Professional Services, Legal, Deal Desk) for seamless execution
- Own pipeline generation strategy and maintain market intelligence to keep Okta competitive
- Develop and maintain senior-level relationships within the partner ecosystem (ISVs, resellers, GSIs)
- Create an open, inclusive team environment built on accountability, transparency, and results
- Lead by example, providing coaching, mentorship, and oversight to ensure efficient resource deployment
Okta secures identity infrastructure for AI and human users, building trusted, neutral platforms that enable organizations to safely embrace new technology. The company operates with speed and urgency, seeking builders and owners who execute with excellence.
Requirements:
- Proven success hiring, leading, and developing high-performing sales teams
- Strong track record building and scaling revenue through channel ecosystems
- Experience in growth markets: Middle East, Africa, and/or Eastern Europe
- Deep understanding of SaaS/Cloud Go-To-Market strategies and customer engagement models
- Demonstrated ability to influence key stakeholders and orchestrate alignment across organizations
- Strategic mindset with an entrepreneurial, builder-focused approach
- Ability to adapt and thrive in fast-growing, dynamic environments
- Core leadership competencies: Builds Effective Teams, Demonstrates Self-Awareness, Develops Talent, Drives Results, Strategic Mindset
