The opportunity
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 ).
What you'll do
Drive Revenue Growth: Lead and expand the Okta/AWS and ISV relationships across APJ with a primary focus on Singa
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.
What they're looking for
- Market Presence: Travel regularly into market across APJ with emphasis on ASEAN, Japan, Korea. And to foster relationships and support high-value opportunities.
- 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 APJ. Fluency in English is required; professional proficiency in another regional language is preferred.
