Okta
Director GSI EMEA
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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.
EMEA Partners & Alliances - GSI Lead
The EMEA Partner & Alliances Team is part of Okta’s Revenue Organization. We manage the largest and most complex relationships from Cloud Marketplaces, VARs, Distributors, and Systems Integrators with a laser focus on driving sales and deployment of Okta’s software. We are looking for an experienced and well-connected EMEA GSI Alliance leader to lead a team of GSI Alliance Managers across EMEA as well as own and develop the UKI GSI partnerships. They must be a builder with a strategic mindset that can scale with growth.
How you’ll make an impact
Reporting to the EMEA VP Partner & Alliances, this role will lead a team of GSI dedicated regional alliance managers across EMEA with a primary focus on Accenture, Deloitte, PwC, and NTT Data. The primary goal is to drive new sales bookings (partner sourced), new logo acquisition, and drive cross-sell/upsell within our existing customer base. This is an amazing opportunity to build and expand our existing partnerships with the primary focus on GSIs.
What you’ll do
- Lead a team to develop and execute partner business plans with the primary focus on GSIs across EMEA, whilst in parallel being accountable for UKI.
- Develop, cultivate, and maintain relationships to execute the partner strategy and deliver financial results.
- Co-own joint Marketing initiatives which include the use of Marketing Development Funds to drive demand generation through events and campaigns.
- Build Partner Capacity to increase sales and delivery.
- Own and drive the certifications, accreditations, and training strategy for the focus GSIs.
- Serve as the EMEA-wide GSI advocate inside Okta; evangelize the focus GSIs and the opportunities they present by executing programs that help keep your partner top of mind with Okta sales leaders and AE’s to ensure key partners with unique IP and related offerings are part of any territory sales plan.
- Build and drive pipeline generation at the field level with direct sales and go-to-market partner organizations (EMEA Alliances).
- Drive and manage partnership agreements with Accenture, Deloitte, PwC, NTT Data, collaborating closely with cross-functional support teams such as partner ops and legal.
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What you’ll bring with you:
- In-depth experience working in technology alliances - ideally at a SaaS company and within cybersecurity.
- Experience leading a team of builders with demonstrable results in scaling and growing revenues with and through GSI.
- Building out a business at scale with a Big 4 Advisory Firm across multiple regions in EMEA with direct and recent experience working with Accenture, Deloitte, PwC, and/or NTT Data.
- Deep experience and knowledge of Systems Integrators (from business model to training and certification strategies).
- Executive communication skills and an ability to drive influence and action from Sr. Leaders across product, finance, and sales.
- Data-driven mindset with strong analytical skills to constantly measure KPIs around pipe-gen, marketing, deal reg, accreditations, and certifications.
- Track record of beating revenue-based quotas.
- Experience in SaaS-based partnering models.
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Below is the annual On Target Compensation (OTE) range for candidates located in the United Kingdom. Your actual OTE, which is inclusive of base salary and incentive compensation, will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable) and comprehensive healthcare coverage and financial benefits, including paid time off and parental leave, in accordance with our applicable plans and policies. To learn more about our Total Rewards program, please visit: https://rewards.okta.com/gbr.
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The OTE range for this position for candidates located in the United Kingdom is between: £220,000—£303,000 GBP
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