The opportunity
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.
What you'll do
Develop and execute annual and quarterly joint business plans (JBPs) that: accelerate customer acquisition, platform adoption and revenue across ANZ.
Own forecasting, pipeline development and revenue targets for partner-sourced: and partner-influenced business through distribution and emerging partners.
Give our Commercial sales team scale in ANZ through distributors and partners.
Onboard and enable 6 new emerging partners within 12 months, and move each: along the program's maturity path: certified sales, pre-sales and delivery staff; first registered deal; first closed deal; repeatable pipeline.
Give Okta and partners clarity on our Routes to Market (Distribution, Cloud: Marketplaces and Direct) and what they mean for each stakeholder.
Own annual and quarterly JBPs with ANZ distribution partners, translating: revenue targets into co-sell initiatives, enablement tracks and clear milestones.
What they're looking for
- Drive partner-sourced pipeline growth and keep forecast discipline in: Salesforce/PRM, including a healthy pipeline coverage model across co-sell and resell channels.
- Run a lightweight governance rhythm: a monthly operations review (revenue pace, MDF, order-to-cash) and quarterly executive QBRs measuring performance against JBP commitments. Deal-desk and quote-to-cash processes are owned by Deal Desk and Sales Operations; you partner with them to keep deals moving.
- Work with distributors to manage the full partner lifecycle and drive measurable, incremental revenue.
- Lift distribution-managed partner capability in the market, measured by: certification growth across sales, pre-sales and delivery.