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Okta is seeking a Regional Alliances Manager to drive growth of its distribution channel and emerging partner network across Australia and New Zealand. This is a hybrid role based in Sydney, reporting to the Director of Partners & Alliances, ANZ.
The role is split between two primary focus areas: distribution (80%) and emerging partners (20%). In the distribution segment, you will own Okta's relationships with ANZ distributors, develop and execute annual and quarterly joint business plans (JBPs), drive partner-sourced pipeline growth, and manage the full partner lifecycle. You will run a lightweight governance rhythm including monthly operations reviews and quarterly executive QBRs, manage Market Development Funds (MDF) to maximize pipeline ROI, and serve as the escalation point for distributor-led deals, removing roadblocks across Deal Desk, Sales Operations, Finance and Legal.
For emerging partners, you will identify, recruit and onboard boutique consultancies, solution providers, systems integrators, transformation firms and AI builders who are building identity and access management into modern AI architectures and cloud stacks. You will run a structured 30-60-90 day onboarding playbook, build joint plans covering enablement and certification targets, embed partners in Okta's program, and track maturity metrics including pipeline, certifications and revenue.
Across both segments, you will build deep understanding of top 15 partners, drive field collaboration between Okta Account Executives and partner sellers to increase pipeline and customer wins, work with Partner Enablement to deliver certification tracks, and collaborate cross-functionally to support partner-led customer engagements. You will travel up to 30% of the time, spending time on-site with distributors, partners and at industry events.
Key outcomes include developing and executing JBPs that accelerate customer acquisition and revenue, owning forecasting and revenue targets for partner-sourced business, giving the Commercial sales team scale through distributors, onboarding 6 new emerging partners within 12 months and moving each along the maturity path, and providing clarity on Routes to Market (Distribution, Cloud Marketplaces and Direct).
REQUIREMENTS:
- Significant experience working with distributors and cybersecurity partners in ANZ
- Proven success using partners to drive sourced pipeline and revenue for a vendor
- Excellent communication, negotiation and executive presentation skills
- Strong prioritisation and organisation, juggling multiple projects in a fast-paced environment
- Ability to influence without authority across Sales, Presales, Marketing and Delivery
- Ability to travel up to 30% of the time
DESIRABLE:
- Understanding of the Cyber, AI and Digital Transformation ecosystem, including how different partner types create and win business
- Existing relationships with boutique/transformation consultancies or AI partners in ANZ
- Established relationships with ANZ distribution, especially in the New Zealand market
- Background in the Security and/or Identity market in ANZ
- Experience using AI to improve forecasting, partner planning or reporting
