Director Channel and Alliances Emerging Markets

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. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence.

This is an opportunity to do career-defining work. Were all in on this mission. If you are too lets talk.

Were seeking an exceptional Channel Sales Leader to own and develop sales bookings through our Distribution-driven channel ecosystem across EMEAs partner-led markets: Eastern Europe Africa (exc. South Africa) and the Middle East (exc. UAE and KSA).

As Okta continues scaling through a Partner First strategy youll lead Partner Sales Managers and Regional Alliance Managers to build and develop the channel ecosystem while managing all stages of the sales cyclefrom pipeline development through closed bookings. This is a unique opportunity to spearhead the expansion of Oktas GTM through channel partnerships.

• 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
• Develop and maintain senior-level relationships within the partner ecosystem (ISVs resellers GSIs)
• Create an open inclusive team environment built on accountability transparency and results
• Lead by example providing coaching mentorship and oversight to ensure efficient resource deployment

• 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

• Builds Effective Teams: Creating strong teams with diverse skills and perspectives
• Demonstrates Self-Awareness: Using feedback and reflection to understand strengths and gaps
• Develops Talent: Growing people to meet career and organizational goals
• Drives Results: Consistently delivering results even under challenging circumstances
• Strategic Mindset: Translating future possibilities into breakthrough strategies

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Required Experience:

Director