Cloud Alliance Manager

The Partners & Alliances Team

The Global Alliance Team is part of Okta’s Revenue Organization. We manage the largest and most complex relationships from Cloud Marketplaces, Resellers, Distributors and Systems Integrators with a laser focus on driving sales and deployments of Okta’s software. We are looking for an experienced and well-connected Cloud Alliance Manager to join the team and focus on our EMEA relationship with AWS. They must be a builder with a strategic mindset that can scale with growth.

The Opportunity

The Cloud Alliances Manager - AWS is responsible for owning and leading the strategic engagement and partnership between Okta and AWS. This role is the primary focal point for building, managing, and growing the relationship with AWS.

Reporting into the EMEA Alliance Director, The Cloud Alliance Manager - AWS will act as the owner and focal point for all AWS-related program engagements within Okta, driving collaboration between internal stakeholders, AWS teams, and clients. This individual will create the ultimate understanding of AWS’s Partner Programs, Product offerings, and ensure clear and measurable execution plans are in place to achieve agreed goals. The role will work with Okta’s leadership, sales, and technical teams to align on strategic initiatives, enable joint go-to-market strategies, and ensure effective execution of AWS opportunities.

What you’ll be doing 

• Lead and expand the Okta / AWS relationship with the objective to make Okta a Strategic Global Partner. The role is centered on driving net new sales. Focusing on Demand Generation and Co Selling to achieve revenue goals. 
• Manage the day-to-day relationship with the AWS partner management team 
• Identify, qualify, and manage the implementation of AWS Partner Programs that align with Okta’s business goals.
• Identify, agree and lead the pathway for any agreed certifications, audits, or processes to ensure Okta is eligible and fully engaged in relevant AWS Partner Programs.
• Support the Okta Sales leadership to build close relationships with the relevant AWS Sales and marketing teams, building specific joint business plans with territory leaders and overseeing execution of those plans.
• Work closely with Okta’s sales, marketing, and technical teams to drive joint go-to-market initiatives that leverage AWS programs, co-selling opportunities, and joint marketing efforts to grow revenues for both Okta and AWS.
• Track the performance and outcomes of AWS-related initiatives, ensuring that engagement with AWS Partner Programs translates into programme enabled measurable revenue and margin growth.
• Educate and enable Okta’s internal teams (sales, pre-sales, technical, and marketing) on AWS offerings, Partner Program benefits, and best practices for engaging with AWS.
• Establish expertise and credibility as the go-to person for all things AWS.

What you’ll bring to the role

• Experience within the AWS ecosystem, an in-depth knowledge of the AWS sales and partnership organization. 
• A deep understanding of AWS services, the AWS Partner Network (APN), APN Customer Engagement (ACE) system, and AWS Partner Programs (e.g., AWS Competencies, AWS ISV Accelerate, AWS Solution Provider Program). 
• Background within an AWS partner organization. With a proven track record of global traction in developing their role and AWS network/relationships across multiple geographies.