Regional Alliance Manager (Cybersecurity)

TL;DR

Regional Alliance Manager (Cybersecurity): Develop and execute partner business plans, drive demand generation, and revenue growth through SI partners and joint initiatives with an accent on strategic alliances, capacity building, and co-selling. Focus on building partner capabilities, generating pipeline via MDF and marketing, and influencing decision-makers across organizations.

Location: Tokyo, Japan (Hybrid)

Company

Okta secures identities for AI and human users, building trusted infrastructure for organizations worldwide with a Partner First approach.

What you will do

• Develop annual business plans with partners covering investment, capacity building, marketing, demand generation, and sales strategy.
• Collaborate with pre-sales, enablement, and success teams to build partner sales, pre-sales, and post-sales capabilities.
• Generate pipeline and deal registration through MDF, sales strategies, and channel marketing activities.
• Help partners develop POV on growing Okta revenue, build trust, and enable co-selling to their customers.
• Work with sales team to define customized value propositions, go-to-market plans, and resolve issues via feedback loops.
• Manage and report on sales pipeline, champion partners internally, and ensure mutual customer success.

Requirements

• Fluent Japanese and working-level English
• Over 10 years of partner management experience at a cybersecurity or SaaS company with proven channel strategies for revenue growth
• Extensive experience driving demand generation and partner capability building
• Track record of exceeding sales targets
• Ability to deliver results in a matrix environment within Japan sales and APJ partner teams
• Business leader skilled in influencing decision-makers and building strong relationships

Culture & Benefits

• Global community across 20+ offices united by innovation drive
• Immersive in-person onboarding to accelerate impact and team connection
• Support for well-being, social impact, talent development, and community fostering
• Equal opportunity employer committed to diversity and inclusion