Cloud Alliance Manager

Okta
San Francisco
Workplace: OnsiteFull timeUSD 132,000 - 185,500 annuallyFunction: Business Development & PartnershipsSkills: ["Strategic mindset","Data-driven","Analytical skills","Cross-functional collaboration","Collaborative mindset"]

Own and grow Okta’s strategic AWS partnership in the US Central region. Build AWS GTM strategy and execution by driving demand generation and co-selling, managing AWS partner relationships, and accelerating AWS Partner Program adoption. Partner with internal sales, technical, and regional leadership to develop joint business plans and measure outcomes using KPIs across pipeline generation, deal registration, accreditations, certifications, and marketing activities.

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Okta
Okta
1 day ago

Cloud Alliance Manager

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Last checked: 1 hour agoStatus: Live

Job Summary

Own and grow Okta’s strategic AWS partnership in the US Central region. Build AWS GTM strategy and execution by driving demand generation and co-selling, managing AWS partner relationships, and accelerating AWS Partner Program adoption. Partner with internal sales, technical, and regional leadership to develop joint business plans and measure outcomes using KPIs across pipeline generation, deal registration, accreditations, certifications, and marketing activities.
Location: San Francisco
Workplace: Onsite
Employment Type: Full time
Job Function: Business Development & Partnerships

Key Responsibilities

  • •Lead and expand the Okta/AWS relationship in the US Central region to drive growth and market share through demand generation and co-selling.
  • •Manage day-to-day relationships with AWS partner sales teams across the US Central region.
  • •Identify, qualify, and manage AWS Partner Programs that align with Okta’s business goals in the US Central market.
  • •Build joint business plans with sales leadership and oversee execution of AWS opportunities within the region.
  • •Educate and enable internal teams on AWS offerings, partner program benefits, and best practices for engaging with AWS.

Pay and Benefits

Salary: USD 132,000 - 185,500 annually
Equity and Bonus:Equity
Perks:Health InsuranceDentalVision401kFlexible SpendingPaid LeaveParental Leave

Key Requirements

  • •5-7+ years of experience in alliances or partner sales focused on the AWS ecosystem.
  • •In-depth knowledge of AWS sales and partnerships organization and deep existing relationships in the US Central region.
  • •Deep understanding of AWS services, AWS Partner Network (APN), APN Customer Engagement (ACE), and AWS Partner Programs.
  • •Operational experience managing partner co-sell and influencing pipeline generation, ideally using ACE.
  • •Strong analytical skills measuring KPIs and a proven track record exceeding revenue-based partner quotas or MBOs.
Experience:AWS ecosystemCloud marketplacesPartner sales
Skills:Strategic mindsetData-drivenAnalytical skillsCross-functional collaborationCollaborative mindset
Languages:English
Tech Stack:AWSAWS Partner Network (APN)APN Customer Engagement (ACE)AWS MarketplaceCloud Marketplaces

Company Brief

Okta
Provides identity and access management cloud solutions that help organizations secure and manage user authentication, single sign-on, multi-factor authentication, and lifecycle management across applications and devices.
Industry: Cybersecurity
Company Size: Enterprise (1,001+ employees)
Revenue: USD 1B+
Growth: Public Company
Valuation: Public Company (Market Cap in USD)
Funding: IPO / Publicly Listed
Headquarters: San Francisco, United States
Founded: 2009
WebsiteLinkedIn