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.

Okta is hiring for a Senior Director of Partner Programs, Strategy, and Operations. This is a critical, high-impact role responsible for building the long-term vision and operational engine that will scale our global partner ecosystem. You will be the strategic thought partner to the Partner Sales leadership team, translating our partner growth ambitions into a clear, actionable strategy and ensuring we have the systems, processes, and incentives in place to execute it flawlessly. This role requires a unique blend of strategic foresight and hands-on operational expertise.

Responsibilities

• Strategy & Planning
  • Develop the Global Partner Strategy: 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
  • Operational Execution: 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 (CRM, partner portal, and other key applications).
  • Process Improvement: Identify and eliminate operational bottlenecks, streamlining workflows to improve efficiency and reduce friction for both internal teams and external partners.
• Program & Incentives
  • 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.
• Partner Experience
  • 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. This will require cross-functional collaboration with field teams to ensure a smooth experience across touchpoints.
  • Voice-of-the-Partner (VoP) & Satisfaction: Establish a rigorous feedback mechanism to capture the Voice-of-the-Partner and use insights to 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 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.

Okta’s Core Leadership Competencies guide our actions and align with our values: love our customers, empower our people, never stop innovating, act with integrity, and maintain transparency. Managers and leaders are expected to embody these core competencies:

• Builds Effective Teams
• Demonstrates Self-Awareness (EQ)
• Develops Talent
• Drives Results
• Strategic Mindset

The annual base salary range for this position varies by location and is complemented by equity (where applicable), bonus, and benefits (health, dental, vision, 401(k), FSA, and paid leave) per applicable plans and policies. For details, please visit our Total Rewards program.

What you can look forward to as a Full-Time Okta employee

• Amazing Benefits
• Making Social Impact
• Developing Talent and Fostering Connection + Community at Okta

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 request an accommodation.

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