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Salary: GBP 220,000 - 303,000 / annual
Okta is seeking an experienced Director of GSI (Global Systems Integrator) Partnerships for the EMEA region, reporting to the VP of Partner & Alliances. This role leads a team of GSI Alliance Managers across EMEA while owning direct accountability for UKI (UK & Ireland) GSI partnerships.
You will manage relationships with the largest and most complex GSI partners—Accenture, Deloitte, PwC, and NTT Data—with a focus on driving new sales bookings, new logo acquisition, and cross-sell/upsell opportunities within the existing customer base.
Key responsibilities include:
- Leading a team to develop and execute partner business plans with focus GSIs across EMEA
- Developing and maintaining strategic relationships to execute partner strategy and deliver financial results
- Co-owning joint marketing initiatives, including Marketing Development Funds for demand generation
- Building partner capacity to increase sales and delivery capabilities
- Owning certifications, accreditations, and training strategies for focus GSIs
- Serving as the EMEA-wide GSI advocate within Okta, evangelizing partner opportunities to sales leadership
- Building and driving pipeline generation at the field level with direct sales and go-to-market teams
- Managing partnership agreements with major GSIs, collaborating with partner ops and legal teams
Required experience:
- Deep background in technology alliances, ideally at a SaaS company within cybersecurity
- Proven track record leading teams of builders with demonstrable results scaling revenues with GSIs
- Experience building out business at scale with Big 4 Advisory Firms across multiple EMEA regions, with direct recent experience with Accenture, Deloitte, PwC, and/or NTT Data
- Deep knowledge of Systems Integrators (business models, training, certification strategies)
- Strong executive communication skills and ability to drive influence across product, finance, and sales leadership
- Data-driven mindset with strong analytical skills to measure KPIs around pipeline generation, marketing, deal registration, accreditations, and certifications
- Track record of beating revenue-based quotas
- Experience with SaaS-based partnering models
