Cloud & ISV Alliances Manager – WEMEA, Benelux & Nordics

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.

What you’ll be doing:

• Drive Revenue Growth: Lead and expand the Okta/AWS and ISV relationships across WEMEA, Benelux, and the Nordics.
• 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.

What you’ll bring to the role:

• 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.

Below is the annual On Target Compensation (OTE) range for candidates located in the United Kingdom. Your actual OTE, which is inclusive of base salary and incentive compensation, will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable) and comprehensive healthcare coverage and financial benefits including paid time off and parental leave in accordance with our applicable plans and policies. The OTE range for this position for candidates located in the United Kingdom is between: £146,000 GBP - £200,000 GBP.

Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran.