Director, AMER Auth0 Partners & Alliances

The Okta Partners & Alliances team

Okta Partners & Alliances is responsible for indirect go-to-market strategy, execution, and bookings globally. With more than 1000 partners around the world today, Okta’s partner program is designed to accelerate our impact with customers. 

The Director, AMER Auth0 Partners & Alliances opportunity

Reporting to the Vice President of America’s Partners and Alliances, the Director, AMER Auth0 Partners & Alliances will lead a team focused on co-sell, supporting, and driving our continued Auth0 growth through our Partners and Alliances ecosystem. This will be a remote role, with a focused alignment to the Auth0 Sales teams across the strategic, enterprise and commercial sales segments. This will be a people manager role, responsible for a team of Partner Territory Alliance Managers (PTAM) with responsibility to co-sell Auth0 and Partner Development Managers (PDM) to help develop our Auth0 focused Partners & Alliances ecosystem inclusive of Solution Providers, SI/GSI, CSP, and Technology Partners. 

The objective is to build and strengthen Okta’s Partner-leverage to drive Auth0 business across the Americas, ultimately helping establish predictability and repeatability in Partner engagement and delivered outcomes. 

The ideal candidate should have a demonstrated ability to think strategically, build, deliver and execute business plans, convey compelling value propositions, work cross-functionally to build consensus, and successfully coach others. Leadership skills and relationship building will be critical, in both external and internal capacities.

We are looking for people who thrive in the opportunity to build strategy and teams, are resilient, and bring a collaborative approach each day to support cross-functional success. This person will have an opportunity to make a huge impact on the team they develop and lead, contributing to the success of our Partners, customers, and Okta. 

What you’ll be doing 

• Lead strategy and execution for the Auth0 Specialist PTAM and PDM team, while promoting and maintaining a high performance team culture
• Coach, mentor, and support the team to achieve business objectives and personal development goals
• Prioritize, engage, and connect with high propensity Partners as well as focus Partners to establish and execute joint GTM strategies 
• Build strong working relationships and communicate effectively with internal and external stakeholders
• Serve as an escalation point around co-sell engagement with our Partners & Alliances ecosystem 
• Identify opportunities for continued progress and introduce new and/or revised strategies
• Manage and report on key performance metrics including revenue, net-new customer acquisition, joint-value plans, partner origination, etc. 

What you’ll bring to the role & what we’re looking for

• Minimum of 10 years working in Partners & Alliances, ideally with a strong background in the SaaS, Cybersecurity, and/or CIAM space 
• 5+ years of experience in leadership roles with a proven track record of building and scaling high-growth teams
• Experience in co-sell across multiple Partner types
• Experience in Partner recruitment and onboarding across multiple Partner types
• Strong ability to multitask, managing multiple priorities and stakeholders
• Strong communication skills
• Strategic thinker with a growth mindset
• Track record of having and achieving quotas
• Ability to run quickly with little supervision and adapt to a fast-paced, constantly changing environment
• A business leader who is able to drive 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
• Comfortable with travel as necessary (up to 50-60%)

Additional experience that we value

• Familiarity with CSP co-sell motions
• Familiarity with the Customer Identity Access Management landscape and related customer priorities
• Sales management experience

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: