People Matter

Senior Alliance Partnership Manager



Sales & Business Development
Sydney, NSW, Australia
Posted on Thursday, September 14, 2023

Get to know Okta

Okta is The World’s Identity Company. We free everyone to safely use any technology—anywhere, on any device or app. Our Workforce and Customer Identity Clouds enable secure yet flexible access, authentication, and automation that transforms how people move through the digital world, putting Identity at the heart of business security and growth.

At Okta, we celebrate a variety of perspectives and experiences. We are not looking for someone who checks every single box - we’re looking for lifelong learners and people who can make us better with their unique experiences.

Join our team! We’re building a world where Identity belongs to you.


Okta is looking for a partner manager to manage and grow the Distributor Managed Partners in ANZ.

Okta’s business in ANZ is in hyper-growth mode Okta’s business in ANZ is in hyper-growth mode with the intent to grow from $1B to $4B within 4 years. To complement this growth, we need to recruit, develop and co-sell with a set of Distributor Managed Partners (DMP) to source deals and team with Okta to Land, Adopt, Expand and Renew our product portfolio.

This is an incredible opportunity for someone who is energetic and tenacious with unbounded optimism. You will perform this role by collaborating closely with our Distribution partner in ANZ.


  • Build Joint Business Plans with the Distributor. Set goals and objectives that have been mutually agreed upon. Conduct QBRs with the Distributor. Build joint solutions with technology alliance partners that the distributor also carries. Schedule regular executive touch points and a regular cadence with the Distributor.
  • Your primary goal is to build sourced pipeline and deal registrations from the Distributor and the set of DMPs. You will accomplish this by running various demand generation programs with the Distributor and with some of the DMPs.
  • You will maintain direct touch with a small number of DMPs that you will groom and nurture as your primary go to partners while leaving the rest of the DMPs to be managed by the Distributor.
  • You will work closely with Okta’s Commercial and Emerging segment Sales teams to identify partners to recruit, enable and on-board so that they are “sales-ready”. You will ensure a fair balance of trade between Okta and the partners. You are able to evangelise the reasons for partnering vs selling directly. You are not afraid to roll up your sleeves and jump into deals when necessary.
  • Gain unfair mindshare with the Distributor, leveraging all levers at your disposal.
  • Drive enablement with sales, pre-sales and professional services so that the Distributor and some of the DMPs can demo, perform POCs and make money through delivering professional services.
  • Show meaningful growth with the DMP in sourced and teamed business with Okta.


  • 10+ years’ experience in Partners and Distributor Management.
  • Strong business and operational knowledge of how distributors make money and work. Ideally, you would have worked at a distributor before.
  • An analytical mind and is data-driven to drive results with the Distributor and DMP..
  • A high standard for excellence in everything you execute; you care not just about the results but also about the quality of work; you are sales-driven with a sense of urgency.
  • The ability to multitask and prioritise, know when to get things done and when to push back.
  • Strong communication skills and the ability to convey complex ideas in a clear, concise manner both verbally and in writing.


What you can look forward to as an Okta employee!

Okta cultivates a dynamic work environment, providing the best tools, technology and benefits to empower our employees to work productively in a setting that best and uniquely suits their needs. Each organization is unique in the degree of flexibility and mobility in which they work so that all employees are enabled to be their most creative and successful versions of themselves, regardless of where they live. Find your place at Okta today!

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