Regional Alliances Manager - Distribution & Emerging Partners (ANZ)

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.

The Partner and Alliances Team

This role is a critical part of Okta's ANZ Partners and Alliances team. The team owns relationships and business development with Okta's partners in ANZ and is a significant contributor to the region's growth, with partner-sourced and partner-influenced business a core measure of its success. Okta's ANZ go-to-market is "Partner First", and this team is central to executing it.

The Role

The Regional Alliances Manager - Distribution & Emerging Partners is the strategic catalyst for growing Okta's distribution channel and a new network of emerging partners across Australia and New Zealand. You will own Okta's distribution relationships in ANZ and build a new segment of emerging partners: boutique enterprise consultancies, digital transformation firms and AI builders.

About 80% of your focus is distribution. The other 20% is bringing emerging partners into Okta's partner program and helping them mature, using distribution to scale that motion. You will craft and run joint go-to-market plans that create partner-sourced pipeline, accelerate subscription revenue and drive regional expansion, with the operating discipline to make it repeatable.

You will report to the Director of Partners & Alliances, ANZ.

What You'll Achieve (Desired Role Outcomes)

• Develop and execute annual and quarterly joint business plans (JBPs) that accelerate customer acquisition, platform adoption and revenue across ANZ.
• Own forecasting, pipeline development and revenue targets for partner-sourced and partner-influenced business through distribution and emerging partners.
• Give our Commercial sales team scale in ANZ through distributors and partners.
• Onboard and enable 6 new emerging partners within 12 months, and move each along the program's maturity path: certified sales, pre-sales and delivery staff; first registered deal; first closed deal; repeatable pipeline.
• Give Okta and partners clarity on our Routes to Market (Distribution, Cloud Marketplaces and Direct) and what they mean for each stakeholder.

What You'll Be Doing

Distribution (primary focus, about 80%)

• Own annual and quarterly JBPs with ANZ distribution partners, translating revenue targets into co-sell initiatives, enablement tracks and clear milestones.
• Drive partner-sourced pipeline growth and keep forecast discipline in Salesforce/PRM, including a healthy pipeline coverage model across co-sell and resell channels.
• Run a lightweight governance rhythm: a monthly operations review (revenue pace, MDF, order-to-cash) and quarterly executive QBRs measuring performance against JBP commitments. Deal-desk and quote-to-cash processes are owned by Deal Desk and Sales Operations; you partner with them to keep deals moving.
• Work with distributors to manage the full partner lifecycle and drive measurable, incremental revenue.
• Lift distribution-managed partner capability in the market, measured by certification growth across sales, pre-sales and delivery.
• Be the escalation point for deals worked by distributor-led partners and remove roadblocks across Okta Deal Desk, Sales Operations, Finance and Legal.
• Manage Market Development Funds (MDF) to maximise pipeline return, using pre-approved business cases and post-campaign ROI reviews.

Emerging partners (about 20%)

• Identify, recruit and onboard boutique consultancies, solution providers, SIs, transformation firms and AI builders who are building identity and access management into modern AI architectures and cloud stacks.
• Run a structured 30-60-90 day onboarding playbook covering contract, partner portal, sales enablement and initial co-sell pipeline.
• Build a joint plan with each partner covering enablement, certification targets, account planning and first-deal support.
• Embed new partners in Okta's partner program, progressing tier accreditation and certification.
• Work with distributors to transact, support and scale these partners.
• Track each partner's maturity and report on pipeline, certifications and revenue.

Across both

• Build a deep understanding of your top 15 partners and articulate their value proposition, internally and externally.
• Drive field collaboration between Okta Account Executives and partner sellers and distributor sales desks to increase pipeline creation, customer wins and successful deployments, and to avoid channel conflict.
• Work with Okta Partner Enablement to deliver sales, pre-sales and technical certification tracks to distributor teams and priority emerging partners.
• Collaborate with cross-functional teams to support partner-led customer engagements and remove blockers to execution.
• Have fun. You'll spend time on-site with distributors and partners and at industry events.

What You'll Bring to the Role

• 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, juggling multiple projects in a fast-paced environment.
• Influence without authority across Sales, Presales, Marketing and Delivery.
• Ability to travel up to 30% of the time.

Extra credit if you have:

• Understanding of the Cyber, AI and Digital Transformation ecosystem, including how different partner types (distributors, consultancies, transformation firms, AI builders) create and win business.
• 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 (desirable).
• Experience using AIto improve forecasting, partner planning or reporting.

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