Director GSI EMEA

EMEA Partners & Alliances - GSI Lead

The EMEA Partner & Alliances Team is part of Okta’s Revenue Organization. We manage the largest and most complex relationships from Cloud Marketplaces, VARs, Distributors and Systems Integrators with a laser focus on driving sales and deployment of Okta’s software. We are looking for an experienced and well-connected EMEA GSI Alliance leader to lead a team of GSI Alliance Managers across EMEA as well as own and develop the UKI GSI partnerships. They must be a builder with a strategic mindset that can scale with growth.

How you’ll make an impact

Reporting to the EMEA VP Partner & Alliances, this role will lead a team of GSI dedicated regional alliance managers across EMEA with a primary focus on Accenture, Deloitte, PwC and NTT Data. The primary goal is to drive new sales bookings (partner sourced), new logo acquisition and drive cross sell/upsell within our existing customer base. This is an amazing opportunity to build and expand our existing partnerships with the primary focus GSIs.

What you’ll do

• Lead a team to develop and execute partner business plans with the primary Focus GSIs across EMEA, whilst in parallel being accountable for UKI.
• Develop, cultivate, and maintain relationships to execute the partner strategy and deliver financial results.
• Co-own joint Marketing initiatives which include the use of Marketing Development Funds to drive demand generation through events and campaigns
• Build Partner Capacity to increase sales and delivery
• Own and drive the certifications, accreditations, and training strategy for the focus GSIs
• Serve as the EMEA wide GSI advocate inside Okta; evangelize the focus GSIs and the opportunities they present by executing programs that help keep your partner top of mind with Okta sales leaders and AE’s to ensure key partners with unique IP and related offerings are part of any territory sales plan.
• Build and drive pipeline generation at the field level with direct sales and go-to-market partner organizations (EMEA Alliances)
• Drive and manage partnership agreements with Accenture, Deloitte, PwC, NTT Data collaborating closely with cross functional support teams such as partner ops and legal.

What you’ll bring with you:

• In depth experience working in technology alliances - ideally at a SaaS company and within cyber security.
• Experience leading a team of builders with demonstrable results in scaling and growing revenues with and through GSI.
• Building out a business at scale with a Big 4 Advisory Firm across multiple regions in EMEA with direct and recent experience working with Accenture, Deloitte, PwC and/or NTT Data.
• Deep experience and knowledge of Systems Integrators (from business model, to training and certification strategies).
• Executive communication skills and an ability to drive influence and action from Sr. Leaders across product, finance and sales.
• Data driven mindset with strong analytical skills to constantly measure KPI’s around pipe-gen, marketing, deal reg, accreditations and certifications.
• Track record of beating revenue based quotas
• Experience in SaaS based partnering models

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