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Senior Alliance Manager - GSI Public Sector



United States
Posted on Wednesday, April 3, 2024

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 Global Systems Integrator (GSI) Team

Our GSI team is focused on building Okta Centers of Excellence with some of our largest Global Strategic Partners. The team is tasked with building and activating these global partners in new markets and verticals to jointly expand Okta’s wallet share within their existing Multi-Billion$ Identity practices.

The Sr. Global Alliance Manager - Public Sector Opportunity

As the Sr. Global Alliance Manager - Public Sector, you will play a critical role in building and expanding our relationships within the public sector divisions of Global System Integrators (GSIs) with the sole remit to expand Okta’s Public Sector business. While this role will be an individual contributor, it is a strategic position that requires a blend of leadership, GTM strategy, technical acumen and the highest standards of integrity in all dealings.

What you’ll be doing

  • Develop and implement partnership strategies with the Public Sector divisions of Deloitte and Accenture and a select number of Federal SIs (ie: Leidos, CGI).
  • Collaborate with Regional Sales Leaders and Alliance Managers, across several Public Sector territories (SLG, Higher Education, Federal) to drive strategic initiatives and foster collaborative relationships.
  • Co-own the annual partnership planning process, including joint investments, marketing and enablement plans that directly drive Public Sector software licenses and service offerings. To execute these plans, you will also be responsible for the development of the sales strategy and execution across Public Sector focused teams at GSI’s and FSI’s.
  • Establish a regular rhythm of business and executive interlocks to ensure alignment and mutual success with Okta leadership & Partner Leadership including but not limited to Quarterly Business Reviews.
  • Track pipeline and independently measure success with assigned GSI accounts, exploit areas of opportunity, and identify areas of improvement.
  • Partner with direct Okta agency AE on overall account strategy and execution.
  • Meet or exceed monthly, quarterly, and yearly revenue targets as well as track leading and critical KPIs that accelerate Okta adoption.
  • Travel to meet with partners as well as to attend Public Sector conferences to facilitate introductions, meetings and help drive pipeline.

What you’ll bring to the role

  • 8+ years of recent and relevant experience in building alliances within an ISV/SaaS company, with a primary focus on the Public Sector in the US (preference to candidates with cybersecurity background).
  • Experience and existing relationships within the Public Sector divisions of large GSIs (Global Systems Integrators) and FSIs (Federal Systems Integrators).
  • Excellent leadership and presentation skills and an ability to manage by influence.
  • Ownership mindset with the ability to drive strategy one day and get in the weeds of a deal the next day. Direct ownership of a revenue target is required.
  • Proven operational rigor with annual planning, forecasting, co-selling and a bias towards action.
  • Experience and exposure to Federal contracting vehicles, such as (ESI, SEWP) across DoD and Civilian sectors.
  • Preferred: cursory technical knowledge relevant to identity and access management technologies.
  • Preferred: experience selling B2B SaaS software solutions on a direct basis to State and/or Federal Agencies.

Additional requirements:

  • This position requires the ability to access federal environments and/or have access to protected federal data. As a condition of employment for this position, the successful candidate must be able to submit documentation establishing U.S. Person status (e.g. a U.S. Citizen, National, Lawful Permanent Resident, Refugee, or Asylee. 22 CFR 120.15) upon hire.

Below is the annual On Target Compensation (OTE) range for candidates located in California, Colorado, New York and Washington. 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 benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO 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/us.

The annual OTE range for this position for candidates located in California, Colorado, New York, and Washington is between:$224,000$336,000 USD The OTE range for this position for candidates located in the San Francisco Bay area is between:$251,000$377,000 USD

What you can look forward to as an Full-Time Okta employee!

Okta cultivates a dynamic work environment, providing the best tools, technology and benefits to empower our employees to work productively in a setting that best and uniquely suits their needs. Each organization is unique in the degree of flexibility and mobility in which they work so that all employees are enabled to be their most creative and successful versions of themselves, regardless of where they live. Find your place at Okta today! https://www.okta.com/company/careers/.

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. If reasonable accommodation is needed to participate in the job application or interview process, please use this Form to request an accommodation.

Okta is committed to complying with applicable data privacy and security laws and regulations. For more information, please see our Privacy Policy at https://www.okta.com/privacy-policy/.