Director Channel and Alliances - Emerging Markets

Okta
Dublin
Workplace: HybridFull timeEUR 196,000 - 264,000 annuallyFunction: Business Development & PartnershipsSkills: ["Leadership","Mentorship","Stakeholder management","Strategic planning","Adaptability"]

Own and scale Okta’s distribution-driven channel ecosystem across EMEA partner-led markets (Eastern Europe, Africa excluding South Africa, and the Middle East excluding UAE and KSA). Lead Partner Sales Managers and Regional Alliance Managers, manage the full sales cycle, and drive go-to-market execution from pipeline creation through closed bookings. Build forecastable pipeline coverage, create win strategies, and partner with Sales Engineering, Professional Services, Legal, and Deal Desk to execute seamlessly.

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FursaFursa
Okta
Okta
1 day ago

Director Channel and Alliances - Emerging Markets

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Job Summary

Own and scale Okta’s distribution-driven channel ecosystem across EMEA partner-led markets (Eastern Europe, Africa excluding South Africa, and the Middle East excluding UAE and KSA). Lead Partner Sales Managers and Regional Alliance Managers, manage the full sales cycle, and drive go-to-market execution from pipeline creation through closed bookings. Build forecastable pipeline coverage, create win strategies, and partner with Sales Engineering, Professional Services, Legal, and Deal Desk to execute seamlessly.
Location: Dublin
Workplace: Hybrid
Employment Type: Full time
Job Function: Business Development & Partnerships
Seniority: Director level

Key Responsibilities

  • •Lead and manage PSM and RAM teams with accountability for regional growth strategy, planning, and bookings targets.
  • •Develop and execute go-to-market tactics to scale revenues in complex, fast-growing markets.
  • •Build a productive, sustainable sales pipeline and forecast monthly, quarterly, and annual targets.
  • •Drive deal velocity, develop win strategies, and maximize pipeline coverage.
  • •Partner cross-functionally (Sales Engineering, Professional Services, Legal, Deal Desk) to execute the full sales cycle and maintain senior partner relationships.

Pay and Benefits

Salary: EUR 196,000 - 264,000 annually
Equity and Bonus:Equity
Perks:Health InsurancePaid LeaveParental Leave

Key Requirements

  • •Proven success hiring, leading, and developing high-performing sales teams.
  • •Strong track record building and scaling revenue through channel ecosystems.
  • •Experience in growth markets: Middle East, Africa, and/or Eastern Europe.
  • •Deep understanding of SaaS/Cloud go-to-market strategies and customer engagement models.
  • •Demonstrated ability to influence key stakeholders and orchestrate alignment across organizations.
Experience:SaaSCloudEMEAMiddle EastAfricaEastern Europe
Skills:LeadershipMentorshipStakeholder managementStrategic planningAdaptability

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