Cloud & ISV Alliances Manager

Who you are

• Ecosystem Expertise: Deep experience within the AWS ecosystem, including in-depth knowledge of the AWS sales organization, AWS Marketplace (including CPPO), the AWS Partner Network (APN), and the APN Customer Engagement (ACE) system
• ISV Experience: Proven track record working with or alongside major ISV players, ideally within the cybersecurity landscape (e.g., Zscaler, CrowdStrike)
• Regional & Language Skills: Strong cross-geography experience across WEMEA, Benelux, and/or the Nordics. Fluency in English is required; professional proficiency in French and/or German is highly preferred
• Location & Workspace: Ability to work from one of our key regional hubs (London or Dublin) at least 50% of the time, with the flexibility to travel into the market as required
• Proven Impact: Background within an AWS partner organization or a high-growth SaaS company, with a track record of developing networks, navigating complex partner programs, and driving co-sell revenue

What the job involves

• The Global Alliance Team is part of Okta’s Revenue Organization. We manage the largest and most complex relationships across Cloud Providers, ISVs, Resellers, Distributors, Delivery Partners and Systems Integrators with a laser focus on driving sales, adoption and deployments of Okta’s software
• We are looking for an experienced, well-connected, and ideally multilingual Alliance Manager to join the team
• This role is a critical builder position with a strategic mindset, focused on scaling our regional footprint with AWS alongside key ISV partners across WEMEA, Benelux, and the Nordics
• The Cloud & ISV Alliances Manager is responsible for owning and leading the strategic engagement, co-sell motion, and partnership between Okta, AWS, and our core ISV ecosystem (including partners like Zscaler and CrowdStrike)
• Reporting into the AVP of Cloud and ISV, you will act as the primary focal point for all AWS and strategic ISV-related program engagements within your designated territories
• You will drive deep collaboration between internal stakeholders, partner teams, and clients, ensuring clear and measurable execution plans are in place to achieve agreed revenue goals
• The role demands active in-market presence and close alignment with Okta’s regional leadership, sales, and technical teams to unlock joint go-to-market strategies
• Drive Revenue Growth: Lead and expand the Okta/AWS and ISV relationships across WEMEA, Benelux, and the Nordics, with a primary
• Ecosystem Orchestration: Manage day-to-day relationships with the AWS partner management team as well as strategic ISV partners like Zscaler and CrowdStrike to build powerful, multi-vendor security solutions in the market
• Program Execution: Identify, qualify, and implement AWS Partner Programs (e.g., AWS ISV Accelerate, Marketplace motions) that align with Okta’s regional business goals
• Regional Sales Alignment: Support Okta Sales leadership to build tight-knit relationships with relevant AWS and ISV sales/marketing teams. Create territory-specific business plans and oversee their execution
• Cross-Functional Enablement: Educate and enable Okta’s internal regional teams (sales, pre-sales, and marketing) on AWS offerings, partner program benefits, ISV integrations, and co-selling best practices
• Data & Performance Tracking: Track the performance and outcomes of cloud and ISV initiatives, ensuring partner engagements translate into measurable pipeline, revenue, and margin growth
• Market Presence: Travel regularly into market across WEMEA, Benelux, and the Nordics to foster relationships and support high-value opportunities

Benefits

• Work from home opportunities
• Health + Wellness
• Financial Benefits
• Pay + Incentives
• Time Off
• Everyday Living
• Resources