Regional Alliances Manager - Distribution & Emerging Partners (ANZ)

The role

You will grow Okta's distribution channel and a new network of emerging partners across Australia and New Zealand. You will own distribution relationships and build a segment of emerging partners including boutique enterprise consultancies, digital transformation firms and AI builders.

What you will do

• Own annual and quarterly joint business plans with ANZ distribution partners.
• Drive partner-sourced pipeline growth and maintain forecast discipline in Salesforce/PRM.
• Run monthly operations reviews and quarterly executive QBRs.
• Work with distributors to manage the full partner lifecycle.
• Lift distribution-managed partner capability through certification growth.
• Act as escalation point for deals worked by distributor-led partners.
• Manage Market Development Funds to maximise pipeline return.
• Identify, recruit and onboard boutique consultancies, solution providers, SIs, transformation firms and AI builders.
• Run a structured 30-60-90 day onboarding playbook for emerging partners.
• Drive field collaboration between Okta Account Executives and partner sellers.

Required qualifications

• Significant experience working with distributors and cybersecurity partners in ANZ.
• Proven success using partners to drive sourced pipeline and revenue for a vendor.
• Excellent communication, negotiation and executive presentation skills.
• Strong prioritisation and organisation.
• Influence without authority across Sales, Presales, Marketing and Delivery.
• Ability to travel up to 30% of the time.

Nice to have

• Understanding of the Cyber, AI and Digital Transformation ecosystem.
• Existing relationships with boutique/transformation consultancies or AI partners in ANZ.
• Established relationships with ANZ distribution specially in the New Zealand market.
• A background in the Security and/or Identity market in ANZ
• Experience using AI to improve forecasting, partner planning or reporting

Benefits

• Supporting Your Well-Being
• Driving Social Impact
• Developing Talent and Fostering Connection + Community
• Immersive, in-person onboarding experience

About the company

Okta is The World's Identity Company. Their Workforce and Customer Identity Clouds enable secure yet flexible access, authentication, and automation.