Sr. Director of Partner Programs, Strategy & Operations
New Today
Sr. Director of Partner Programs, Strategy & Operations
Okta is The World’s Identity Company. We free everyone to safely use any technology, anywhere, on any device or app. Our flexible and neutral products, Okta Platform and Auth0 Platform, provide secure access, authentication, and automation, placing identity at the core of business security and growth.
Responsibilities
- Strategy & Planning – Lead the development of our short- and long-term partner sales strategy, defining our ideal partner types and market coverage models to drive pipeline and revenue.
- Annual & Quarterly Planning – Own the end-to-end planning process for the Partner GTM organization, including territory and quota design, headcount planning, and market segmentation.
- Performance Analysis – Provide data-driven insights to partner leadership, identifying trends, risks, and opportunities in partner performance to inform strategic decisions.
- Operations & Systems – Oversee the operational cadence of the partner business, including forecasting, pipeline reviews, and QBRs with an emphasis on data integrity and consistency.
- Systems & Automation – Partner with our systems teams to design, implement, and optimize the tools and platforms that support our partners and the partner sales team, including CRM and partner portal.
- Process Improvement – Identify and eliminate operational bottlenecks, streamlining workflows to improve efficiency and reduce friction for internal teams and external partners.
- Partner Program Design – Own the design and evolution of our global partner program, ensuring it is competitive, scalable, and aligned with our company’s strategic goals.
- Incentive Management – Strategically design and manage partner incentive programs and compensation plans to drive the right behaviors and maximize partner contributions.
- End-to-End Partner Lifecycle Ownership – Own the full partner journey, from onboarding and enablement to certification and off-boarding, actively optimizing every touchpoint to reduce friction and accelerate time-to-value for external partners.
- Voice-of-the-Partner & Satisfaction – Establish a rigorous feedback mechanism to capture the Voice-of-the-Partner and use those qualitative and quantitative insights to directly drive improvements in our program and systems roadmap.
Qualifications
- 10+ years of experience in Sales, Partner, or Go-to-Market Operations within a SaaS company.
- Proven track record of building and executing partner strategies that have led to significant revenue growth.
- Deep expertise in sales systems and technology (e.g., Salesforce, CPQ, Partner Relationship Management, Impartner preferred).
- Exceptional communication and influencing skills, with the ability to partner effectively with senior leadership and cross-functional teams.
- Strong analytical and problem-solving abilities, with a passion for using data to inform decisions.
- A strategic mindset with the ability to balance long-term vision and near-term operational execution.
- Leadership experience in managing teams, with a focus on fostering development and driving results and experience in second-line leadership roles.
- Willingness to work in our San Francisco office at least three days per week and travel to other locations as needed.
Equal Opportunity Statement
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. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws. If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding please use this Form to request an accommodation.
Contact
Find your place at Okta today: https://www.okta.com/company/careers/.
- Location:
- San Francisco
- Salary:
- $250,000 +
- Category:
- Management & Operations
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