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Okta is seeking a Senior Regional Alliances Manager to own strategic System Integrator (SI) and delivery partnerships across Australia and New Zealand (ANZ). This is a build role focused on transitioning from product resell to solution selling, creating repeatable partner-sourced business engines.
You will report directly to the Director of Partners & Alliances, ANZ, and own the full lifecycle of top SI and delivery partnerships. Key responsibilities include:
• Building and executing joint go-to-market plans with SI partners that generate partner-sourced pipeline, grow subscription revenue, and drive regional expansion
• Developing three-way go-to-market motions with Cloud, AI, and ISV partners, expanding Okta's reach across partner practices including Modernisation, Migration, AI, User/Digital Experiences, and Business Transformation
• Creating quarterly joint business plans with clear performance metrics, revenue targets, and forecasting
• Establishing strong operating cadences with regular quarterly business reviews, executive governance, and transparent reporting
• Building trusted executive-level relationships across partner organisations and their practices
• Aligning Okta Account Executives and partner sellers as unified teams to accelerate deal velocity and customer wins
• Developing repeatable, industry-specific 'Secured by Design' solutions built on Okta with delivery capability
• Coordinating cross-functional alignment (Product, Solutions Engineering, Customer Success, Marketing, Delivery, Legal, Commercial) behind partner-led engagements
• Gathering market intelligence and competitive insights on the partner ecosystem to inform Okta's strategy
Okta is The World's Identity Company, providing Workforce and Customer Identity Clouds that enable secure, flexible access and authentication. The ANZ go-to-market strategy is "Partner First," and this role is central to executing it.
Requirements:
• 5+ years of proven experience leveraging partners to drive sourced pipeline and revenue
• Significant experience leading strategic alliances, SI partnerships, or ecosystem relationships within enterprise software, cloud, AI, or consulting
• Excellent communication, negotiation, and executive presentation skills
• Builder mindset with ability to create scalable partnership programs, solve ambiguous problems, and drive execution across multiple stakeholders
• Ability to thrive in fast-moving, high-growth environments while balancing strategic thinking with operational excellence
• Influence without authority across Sales, Presales, Marketing, and Delivery
• Ability to travel up to 30% of the time
Desirable:
• Background in Security and/or Identity market in ANZ
• Established relationships and business experience with Strategic SIs in ANZ
• Experience using AI in daily work to improve forecasting, partner planning, or reporting
