Vice President, Channel and Strategic Alliances APJ

Secure Every Identity, from AI to Human

Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence.

This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk.

To further our successes in Asia, Pacific, Japan (APJ) and beyond, Okta is hiring for an experienced leader who comes from a transformational/change environment who can further develop our Channel and Alliance partnerships. We are seeking a professional with strong deal, strategy and relationship management experience with the objective to extend Okta’s indirect sales positioning across APJ.

The role will involve managing both 1st and 2nd line managers, with a total team in APJ comprising twelve professionals who are spread across Resellers, Alliances, CSP and Distribution.

Developing and leading indirect sales GTM across APJ, you will strengthen partnerships with ISV's, System Integrators (GSI), distributors, highly specialized boutique partners and large resellers in the regions.

Job Duties and Responsibilities:

• Striving for Results: Work with Okta’s Executive, Business Development, Marketing and Sales teams to identify key partners, build a strategic plan for initiating conversations and selling the value of a mutually beneficial working relationship to those partners, and drive the structure of partnerships.
• Leadership and Talent Development: Developing our talented Okta Team further and empower them to learn and grow as we reach a different stage of maturity. Implementing and fostering learning and employee development programs to drive organizational performance and productivity.
• Strategy: Strategize with our partners, define tailored value propositions and create detailed go-to-market plans that strengthen the appetite for our technology on the marketplace, while providing new revenue opportunities. With a focus on GSI and MSP activity.
• Collaboration: Partner with the extended Okta leadership team, garnering credibility with a focus on the sales leaders to embed Okta partners into the strategic account process.

Required Knowledge, Skills, and Abilities:

• Fluent in English, with other APJ languages considered beneficial
• Proven experience of high-tech SaaS scale-up. With proven experience in complex transformations surrounding channel/field alliances strategy to drive dramatically increased sales. This should include a hybrid set-up (indirect and direct)
• A business leader who is able to influence and build strong relationships with decision makers across all levels of partner and prospect organizations
• Up to date on the trends and market leading companies in the broader Cloud Computing and Identity Management ecosystem
• Experience and success in retention and talent development. A high degree of honesty, integrity and sound judgment with a people first approach.
• Comfortable and able to travel to partners as necessary
• Detailed operational command of the business and interlock with go-to-market teams e.g. sales, marketing, business development etc.
• Education and/or certifications, accreditations in security and/or leadership considered beneficial
• Deep experience in building and growing strategic practices in Global and Regional SIs (e.g KPMG, Tech Mahindra etc.)
• Experience in establishing and scaling distribution partnerships in mature (Australia, Japan) and emerging markets (Indonesia, Thailand etc.)

Okta’s Top 5 Core Leadership Competencies are part of the deeply ingrained principles that guide all of our company’s actions. They also align strongly to our cultural cornerstones, our Okta values: love our customers, empower our people, never stop innovating, act with integrity, and maintain transparency. It’s our expectation that our managers and leaders embody these core competencies:

• Builds Effective Teams: Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.
• Demonstrates Self-Awareness (EQ): Using a combination of feedback and reflection to gain productive insight into personal strengths and weaknesses.
• Develops Talent: Developing people to meet both their career goals and the organization’s goals.
• Drives Results: Consistently achieving results, even under tough circumstances.
• Strategic Mindset: Seeing ahead to future possibilities and translating them into breakthrough strategies.

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Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws.

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