Senior Alliance Manager, Okta
GSI Public Sector
$224-377k
OTE
Salary range for California, Colorado, New York, and Washington dependent on location
More information about location
Management platform securing resources from cloud to ground
Job no longer available
Management platform securing resources from cloud to ground
1001+ employees
Job no longer available
$224-377k
OTE
Salary range for California, Colorado, New York, and Washington dependent on location
More information about location
1001+ employees
Company mission
To improve the connections between people and tools to make companies more productive and secure.
Role
Who you are
- 8+ years of recent and relevant experience in building alliances within an ISV/SaaS company, with a primary focus on the Public Sector in the US (preference to candidates with cybersecurity background)
- Experience and existing relationships within the Public Sector divisions of large GSIs (Global Systems Integrators) and FSIs (Federal Systems Integrators)
- Excellent leadership and presentation skills and an ability to manage by influence
- Ownership mindset with the ability to drive strategy one day and get in the weeds of a deal the next day. Direct ownership of a revenue target is required
- Proven operational rigor with annual planning, forecasting, co-selling and a bias towards action
- Experience and exposure to Federal contracting vehicles, such as (ESI, SEWP) across DoD and Civilian sectors
- Preferred: cursory technical knowledge relevant to identity and access management technologies
- Preferred: experience selling B2B SaaS software solutions on a direct basis to State and/or Federal Agencies
What the job involves
- Our GSI team is focused on building Okta Centers of Excellence with some of our largest Global Strategic Partners
- The team is tasked with building and activating these global partners in new markets and verticals to jointly expand Okta’s wallet share within their existing Multi-Billion$ Identity practices
- As the Sr. Global Alliance Manager - Public Sector, you will play a critical role in building and expanding our relationships within the public sector divisions of Global System Integrators (GSIs) with the sole remit to expand Okta’s Public Sector business
- While this role will be an individual contributor, it is a strategic position that requires a blend of leadership, GTM strategy, technical acumen and the highest standards of integrity in all dealings
- Develop and implement partnership strategies with the Public Sector divisions of Deloitte and Accenture and a select number of Federal SIs (ie: Leidos, CGI)
- Collaborate with Regional Sales Leaders and Alliance Managers, across several Public Sector territories (SLG, Higher Education, Federal) to drive strategic initiatives and foster collaborative relationships
- Co-own the annual partnership planning process, including joint investments, marketing and enablement plans that directly drive Public Sector software licenses and service offerings
- To execute these plans, you will also be responsible for the development of the sales strategy and execution across Public Sector focused teams at GSI’s and FSI’s
- Establish a regular rhythm of business and executive interlocks to ensure alignment and mutual success with Okta leadership & Partner Leadership including but not limited to Quarterly Business Reviews
- Track pipeline and independently measure success with assigned GSI accounts, exploit areas of opportunity, and identify areas of improvement
- Partner with direct Okta agency AE on overall account strategy and execution
- Meet or exceed monthly, quarterly, and yearly revenue targets as well as track leading and critical KPIs that accelerate Okta adoption
- Travel to meet with partners as well as to attend Public Sector conferences to facilitate introductions, meetings and help drive pipeline
- This position requires the ability to access federal environments and/or have access to protected federal data
Our take
Okta started off as an identity company where organisations, large and small, could tap into the company to have a single sign-on interface to access all cloud applications now centralised. Okta has since expanded to provide identity management at the device as well as the server level.
The new approach towards network security is increasingly based on identification and authentication, and Okta is on track to become the go-to vendor in the space. They aim to do so by developing products that enable people to access applications and other tools more smoothly and securely than ever before.
Okta has taken strides towards expansion through significant employee growth and shuffling executive leadership. The company has also made lateral moves such as tackling governance concerns, opening up new paths for revenue.
Freddie
Company Specialist
Insights
Some candidates hear
back within 2 weeks
19% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Sep 2015
$75m
SERIES F
Jun 2014
$75m
SERIES E
Total funding: $229.3m
Company benefits
- Work from home opportunities
- Health + Wellness
- Financial Benefits
- Pay + Incentives
- Time Off
- Everyday Living
- Resources
Company values
- Love our customers
- Never stop innovating
- Act with integrity
- Be transparent
- Empower our people
Company HQ
The East Cut, San Francisco, CA
Articles
Founders
Todd McKinnon
(CEO)VP of Development at Salesforce.com and has nearly a decade of experience in various engineering and leadership roles at PeopleSoft.
Frederic Kerrest
(Vice Chairman)Worked in Sales and Business Development at Salesforce.com, and previously co-founded high-tech consulting firm Meridian Global Solutions.
People progressing
Joined as Senior Manager, Recruiting EMEA and promoted to Director, Recruiting EMEA after 3 years. Promoted again to Senior Director, Recruiting EMEA after another 3 years.
Diversity & Inclusion at Okta
- Workforce: We believe in recruiting diverse talent to create balanced teams
- Workplace: We support and empower employees to be authentic and grow through open conversations and education
- Marketplace: We go to market and sell to diverse audiences
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