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Okta is seeking a Partner Strategy and Operations Manager for its Asia-Pacific & Japan (APJ) region, based in Bengaluru. This role sits within the Partner Strategy and Operations team, which drives growth, productivity, and operational scale across Okta's APJ Partner Sales organization. You will report to the Senior Director of Partner Strategy & Operations and serve as a key individual contributor and strategic thought leader.
In this position, you will establish the foundation needed to scale partner operations across diverse regional markets by combining analytical insight, business acumen, and cross-functional leadership. Your core responsibilities include:
- Leading the weekly APJ Partner operational rhythm, including pipeline management, regional forecasting, lead generation, ad-hoc analytics, and performance reporting
- Building formal reporting packages on partner sales effectiveness and leading metric reviews with APJ Partner leadership and cross-functional stakeholders
- Tracking and evaluating partner representative and manager ramp times, capacity, and overall productivity across diverse sub-regions and partner types
- Structuring regional strategic initiatives, establishing key operational metrics, and refining partner sales policies and rules of engagement
- Delivering data-driven insights to inform APJ partner coverage models, scorecards, annual business planning, and market expansion strategies
- Collaborating with global sales ops and IT teams to refine sales reporting frameworks, optimize PRM/CRM infrastructure, and scale regional workflows
- Identifying and implementing AI-driven tools and workflows to automate regional partner data analysis, streamline reporting, and improve forecasting accuracy
You will work with diverse partner types including ISVs, MSPs, OEMs, Resellers, Global System Integrators (GSIs), and Distributors across the APJ region.
REQUIREMENTS:
- Deep experience in Field Partner Strategy & Operations or Sales Strategy & Operations within the APJ region
- Strong understanding of regional partner selling motions, including ISVs, MSPs, OEMs, Resellers, Global System Integrators (GSIs), and Distributors
- Proven success in designing sales processes, documenting operational frameworks, and enforcing rules of engagement
- Hands-on experience with Salesforce, Clari, Tableau, PRM systems, or equivalent CRM and BI platforms
- Strong quantitative modeling skills using Excel/Google Sheets and business intelligence tools; expertise with SQL or similar database querying and analysis tools
- Demonstrated experience using AI platforms for predictive analytics, automated reporting, or sales ops workflow optimization
- Outstanding written and verbal communication skills, with a track record of executing independently and influencing cross-functional teams in a remote/distributed setup
