Alliance Partnership Manager

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.
About Okta
At Okta, we are on a journey to build partnerships into everything we do. This role represents a key leadership position for our high-growth APJ (Asia-Pacific & Japan) expansion. The identity market across ASEAN, Greater China (HK/TW), and Korea is expanding rapidly, and our partner ecosystem is the primary engine driving this scale.

Role Overview
We are looking for a dynamic, hands-on Partner Team Leader (Player-Coach) to lead and accelerate our partner ecosystem across the ASEAN, Hong Kong, Taiwan, and Korea regions.
This is a unique, hybrid leadership role designed for an agile leader who thrives on both strategic execution and direct sales involvement:

- The Player (SG & HK): You will act as an individual contributor and primary point of contact for our most critical strategic partners, distributors, and GSIs based in Singapore and Hong Kong, directly managing key relationships, driving pipeline, and closing high-impact deals.

- The Coach (Taiwan, Korea, & ASEAN Sub-regions): You will act as a coach, mentor, and strategic guide for the local alliance managers, country teams, and regional channel partners in Taiwan, Korea, and emerging ASEAN markets to scale partner readiness, build localized GTM strategies, and drive partner-sourced revenue growth.

The ideal candidate will combine strong partner-business development experience with a coach-like leadership mindset, seamlessly navigating diverse APJ business cultures to build a unified, high-performing ecosystem.

Job Duties and Responsibilities

- Joint Strategy & Multi-Regional Execution (Player & Coach)

- Act as the "Player" in Singapore and Hong Kong to personally manage, enable, and co-sell with high-priority regional partners, key distributors, and focus GSIs to drive regional revenue targets.

- Act as the "Coach" for local teams and partner managers in South Korea, Taiwan, and ASEAN sub-regions, providing structured frameworks, deal mentorship, and pipeline-acceleration coaching.

- Formulate a cohesive regional channel strategy that unites regional resellers, distributors, system integrators, and key cloud alliance partners (e.g., AWS, Google Cloud) under a unified Okta APJ vision.

- Revenue & Pipeline Management

- Accurately forecast regional partner-influenced and partner-sourced ACV (Annual Contract Value) and new pipeline generation across all covered territories.

- Establish and execute Mutual Business Plans (MBPs) with tier-1 partners and select GSIs, setting clear KPIs for certification, enablement, joint marketing, and revenue goals.

- Partner closely with the regional Sales Leaders (including ASEAN, Korea, and Greater China GTM heads) to map territories, align account-planning efforts, and eliminate channel conflict.

- Stakeholder & Relationship Management

- Build deep, trust-based relationships with C-level executives, practice leads, and channel heads within our focus partner and GSI organizations.

- Navigate internal cross-functional teams within Okta—including Field Marketing, Partner Enablement, Customer Success, and Solutions Engineering—to unlock resources and resolve operational bottlenecks for partners.

Required Knowledge, Skills, and Abilities

- 10+ years of experience in Channel Management, Alliances, or Enterprise Field Sales within a SaaS or cybersecurity vendor, with a proven track record of exceeding revenue quotas.

- Demonstrated "Player-Coach" capability: Experience managing a personal quota/territory while simultaneously coaching virtual or direct-reporting team members across multiple geographies.

- Strong ASEAN+Korea+TW+HK Market Acumen: Deep understanding of the business landscapes, cultural nuances, and partner landscapes (including local GSIs, regional SI partners, and tier-1 distributors) across ASEAN, Hong Kong, Taiwan, and South Korea.

- SaaS & Security Alliance Expertise: Solid understanding of modern SaaS business models, cybersecurity/identity landscapes, and GTM collaboration with Cloud Providers (AWS/Azure/GCP) and systems integrators.

- Data-Driven Leadership: A highly analytical approach to managing partner pipeline, forecasting, and assessing partner capability metrics.

- Bilingual or Multilingual Capability (Strongly Preferred): Proficiency in English, along with business fluency in any of the following language is plus point - Korean, Mandarin, or Cantonese.

- Willingness to Travel: Comfortable traveling up to 30-40% across the sub-regions to build face-to-face partner alignment as required.

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The Okta Experience

- Supporting Your Well-Being (http://rewards.okta.com)

- Driving Social Impact (https://www.okta.com/company/okta-for-good/)

- Developing Talent and Fostering Connection + Community (https://www.okta.com/company/talent-connection-community/)

We are intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate. Your journey begins with an immersive, in-person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one.

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 complete any part of the job application, interview process, or onboarding please use this Form to request an accommodation.

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