Partner Alliance Manager- PubSec Ecosystem
Okta
$164,000 - $246,000 / year
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Description
Secure Every Identity, from AI to Human
Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence.
This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk.
Position Description: Okta is looking for a Partner Alliance Manager for our Emerging Partner Route-to-Market with strong prospecting and relationship development experience to accelerate our Regional Partner and Alliance ecosystem across Public Sector (SLED & Federal). This will be a remote role, with focus across the US. The objective is to build and strengthen Okta’s long tail partners across the US, helping deliver accelerated revenue growth for our Public Sector business.
The ideal candidate will be a team player, who possesses a strong sales and alliances background, enabling them to engage with partner sales organizations at the Director/VP level. In this role the candidate would interact with a wide variety of companies who operate with different business models and marketing strategies (e.g. resellers, referral partners, and boutique systems integrators), as well as Okta’s SLED & FED field sales teams. The candidate will be laser focused on recruiting, onboarding and building long-term and scalable Go-to-Market partnerships in the long tail ecosystem, to drive Public Sector pipeline and partner sourced revenue.
The candidate should also have a demonstrated ability to think strategically and analytically about business, product, and technical challenges, with the ability to build and convey compelling value propositions, and work cross-organizationally to build consensus. We are looking for candidates that are creative, aggressive, and looking to expand and advance their alliance sales careers.
Job Duties and Responsibilities:
- Work with an ecosystem of partners to define Go-to-Market plans for PubSec partners in the assigned Region.
- Recruit, enable, and manage a set of long tail Partners in the assigned region that focus on SLED and/or Federal customers.
- Assist Sales and Partners in quoting and closing high volume of transactions via channel.
- Build strong working relationships with Okta Sales, Service, Marketing and Enablement Teams.
- Enable key partners to contribute to pipeline generation and deliver Sourced deals in order to achieve defined targets.
- Manage and report demand generation, enablement, and pipeline on a regular basis.
Required Knowledge, Skills, and Abilities:
- Minimum 3 years working in sales, channels or BDR capacity.
- Experience working in Public Sector Channel Sales.
- Track record of having and achieving quotas.
Below is the annual On Target Compensation (OTE) range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York and Washington. Your actual OTE, which is inclusive of base salary and incentive compensation, will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable) and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave) in accordance with our applicable plans and policies. To learn more about our Total Rewards program please visit: https://rewards.okta.com/us.
The Okta Experience
- Supporting Your Well-Being
- Driving Social Impact
- Developing Talent and Fostering Connection + Community
We are intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate. Your journey begins with an immersive, in-person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one.
Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws.
If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding please use this Form to request an accommodation.
Notice for New York City Applicants & Employees: Okta may use Automated Employment Decision Tools (AEDT), as defined by New York City Local Law 144, that use artificial intelligence, machine learning, or other automated processes to assist in our recruitment and hiring process. In accordance with NYC Local Law 144, if you are an applicant or employee residing in New York City, please click here to view our full NYC AEDT Notice.
About this role
Okta is building out its public sector partnership ecosystem and needs someone to recruit, enable, and manage a network of resellers, referral partners, and systems integrators across the US. You'd work at the director and VP level with these partners to develop go-to-market strategies, help them generate pipeline, and close deals—all while coordinating with Okta's internal sales, marketing, and enablement teams. The role is fundamentally about identifying the right long-tail partners, getting them equipped to sell Okta's identity security solutions to state, local, education, and federal customers, and driving measurable revenue growth through the channel.
This position suits someone with at least three years in sales, channels, or business development who has worked in public sector channel sales and has a track record of hitting quota. You'll need to be comfortable prospecting and relationship-building at scale, thinking strategically about different partner business models, and managing multiple workstreams—recruitment, enablement, pipeline reporting—simultaneously. The role demands someone who can operate with urgency and translate Okta's mission around AI and identity security into compelling value propositions that resonate with partners and their customers.
The position is based in Chicago but remote across the US, with an on-target compensation range of $164,000 to $246,000 depending on location and qualifications. Okta provides standard benefits including equity, health coverage, 401(k), and paid leave, along with an in-person onboarding experience designed to connect you to the team and mission from day one.
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Pay for this role
$164,000 to $246,000 per year
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