The opportunity
We're seeking an exceptional Channel Sales Leader to own and develop sales bookings through our Distribution-driven channel ecosystem across EMEA's partner-led markets: Eastern Europe, Africa (exc. South Africa), and the Middle East (exc.
What you'll do
Lead and manage PSM and RAM teams with accountability for regional growth: strategy, planning, and bookings targets
Develop and execute go-to-market tactics to scale revenues in complex, fast-growing markets
Build a productive, sustainable sales pipeline and forecast monthly, quarterly, and annual targets
Drive deal velocity, develop win strategies with the team, and maximize pipeline coverage
Partner with cross-functional teams (Sales Engineering, Professional: Services, Legal, Deal Desk) for seamless execution
Own pipeline generation strategy and maintain market intelligence to keep Okta competitive
What they're looking for
- Proven success hiring, leading, and developing high-performing sales teams
- Strong track record building and scaling revenue through channel ecosystems
- Experience in growth markets: Middle East, Africa, and/or Eastern Europe
- Deep understanding of SaaS/Cloud Go-To-Market strategies and customer engagement models
- Demonstrated ability to influence key stakeholders and orchestrate alignment across organizations
- Strategic mindset with an entrepreneurial, builder-focused approach
- Ability to adapt and thrive in fast-growing, dynamic environments
