Director, Partners and Alliances, Japan

JOB PURPOSE

Okta is looking for a Senior Leader to lead the partners and alliances ecosystem in Japan. This is a rare opportunity for you to aggressively scale Okta’s business that is in hyper-growth mode. You will lead Okta’s partner engagement across all routes to market, including: distributors, global consulting partners, systems integrators, technology alliance partners, value-add resellers and Cloud Service Providers (CSPs), in particular, AWS.

DUTIES AND RESPONSIBILITIES  

• You will  build the Japan channel strategy to increase Okta’s partner coverage, capacity and capability across all routes to market. You are both a strategic thinker and also someone who is prepared to jump in and execute tactically. 
• Evangelize OKTA to partners’ sales ecosystem. Ensure that sellers within partners collaborate with OKTA’s sellers to sell OKTA to partners existing accounts. This role goes beyond partner management to partner sales.  
• Work with Okta’s customer-facing teams on the value of partnering. You are able to stand your ground and artfully be able to push back when necessary. 
• Manage and build relationships with technology alliance partners and global consulting partners.
• Inspire, lead and coach a team of highly experienced partner managers. You have the ability to attract talent, develop, motivate and raise the bar for every individual on your team.
• You will collaborate tightly with the Japan country manager and the segment sales leaders by aligning the partner GTM strategy with the overall Japan sales strategy. 
• Collaborate with cross-functional teams such as pre-sales, customer success, professional service and marketing to help drive and support the partner business. Key business outcome metrics include partner sourced leads and deal registrations, partner accreditations and certifications and teamed partner opportunities.
• Sit on the APJ Partner leadership team, contribute to overall APJ Partner Strategy and be prepared to lead special initiatives or programs across APJ.

EXPERIENCE WE ARE LOOKING FOR

• 10+ years’ experience in Partners and Alliances Management.
• Native level of Japanese and high-business level of English
• Strong executive presence and gravitas, have a network of C-level executive relationships across a portfolio of partners
• A Cybersecurity background or have experience at a SaaS or Cloud company.
• Proven leadership skills and have led a team
• Possess a network of high quality candidates for future recruitment as we grow the partner organisation
• Direct sales experience in addition to partnering experience. 
• A high standard for excellence in everything you execute; you care not just about the results but also about the quality of work; you are sales-driven with a sense of urgency.
• An analytical mind, is data-driven and rigorous in using data to measure performance 
• Strong communication skills and the ability to convey complex ideas in a clear, concise manner both verbally and in writing.

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